A practical guide to e-auctions for procurement : how to maximize impact with e-sourcing and e-negotiation /: how to maximize impact with e-sourcing and e-negotiation. (2021)

• Record Type: Book
• Further Information: Note: Jacob Gorm Larsen.
• Authors: Larsen, Jacob Gorm
• Contents: <ul style='padding-top:0;padding-left:0;list-style:none;'>Section - SECTION ONE: Understanding eSourcing and eNegotiation; <ul style='padding-top:0;list-style:none;'>Chapter - 01: What is an eAuction?; Chapter - 02: Applicability, when can you use eAuctions?; Chapter - 03: The history of eAuctions; Chapter - 04: Value in a theoretical perspective; Section - SECTION TWO: eNegotiation strategy; <ul style='padding-top:0;list-style:none;'>Chapter - 06: Game theory - eNegotiations as a strategic game; Chapter - 07: Negotiation theory; Chapter - 08: eAuction formats; Chapter - 09: eNegotiation strategy objectives; Chapter - 10: Supplier relationships - maintain relationships; Chapter - 11: eNegotiation strategy framework; Section - SECTION THREE: Bidder engagement; <ul style='padding-top:0;list-style:none;'>Chapter - 12: The value proposition for suppliers; Chapter - 13: Supplier communication; Chapter - 14: Supplier Training; Section - SECTION FOUR: Driving usage and adoption; <ul style='padding-top:0;list-style:none;'>Chapter - 15: Introduce a Center of Excellence (COE) for Support, Technology and Governance; Chapter - 16: Ensure executive support to eAuctions; Chapter - 17: Make it strategic; Chapter - 18: Drive it with hard KPI's; Chapter - 19: Address the myths; Chapter - 20: Re-inventing yourself every year; Chapter - 21: Examples of best-practice; Chapter - 22: The selling never stops; Section - SECTION FIVE: The future of eNegotiation; <ul style='padding-top:0;list-style:none;'>Chapter - 23: The accelerating digitization of negotiations; Chapter - 24: AI powered negotiation guides; Chapter - 25: Automating negotiation processes; Chapter - 26: The future of eAuctions, cup half full or half empty
• Edition: 1st
• Publisher Details: London : KoganPage
• Publication Date: 2021
• Extent: 1 online resource
• Subjects: 658.72; Industrial procurement; Internet auctions
• Languages: English
• ISBNs: 9781398600294
• Related ISBNs: 9781398600300; 9781398600287
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.