Commercial negotiation - ancient practice, modern philosophy

Article Abstract:

Negotiation, as has ever been practiced in commerce, can be useful to purchasing managers. The process goes through positioning, reflecting, and adjusting states. Understanding of agendas, long-term relationships, and games contribute to success in negotiation.

Economic aspects, Negotiations, negotiation

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Price-performance evaluation: a conceptual approach

Article Abstract:

Purchasing managers must decide which of several standards to use in evaluating prices of products purchased. Selection of standards depends on supplier pricing bases and the characteristics of materials and services purchased.

Analysis, Prices, Products, Costs, Industrial, Industrial costs

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Product involvement and industrial buying

Article Abstract:

Product involvement as factor in industrial procurement considered. Study shows procurement affected by product involvement varying with product types.

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