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negotiation-tactics
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Optimizing Replenishment and Pricing in a Vendor-managed Inventory Supply Chain When Customers Negotiate
, M.Sc. Thesis Sharif University of Technology ; Modarres Yazdi, Mohammad (Supervisor)
Abstract
In this study vendor-managed inventory policy in supply chains is investigated and a formulation is developed to optimize replenishments from vendor to retailer and also price for negotiator customers. As a result, we consider a two echelon supply chain containing a vendor and a retailer managed according to VMI policy. The goal is to find the optimal replenishment from vendor to retailer at the beginning of the month and by using dynamic programming approach to maximize the supply chain profit. Demand is nondeterministic and it is supposed Poisson distribution with unknown parameter. We will consider Gamma distribution for this parameter which its parameters are learning in dynamic...
Dynamic Pricing with Considering Customers Negotiation and Reference Price Effect
, M.Sc. Thesis Sharif University of Technology ; Modarres Yazdi, Mohammad (Supervisor)
Abstract
This thesis studies optimal pricing policy of a firm selling perishable products in a retail store facing stochastic arrival of customers whom may ask for a bargain. With the tremendous growth of the internet and online sale channels, the ability of customers to get detailed information about previous sales creates an expectation for reasonable price of product in customers' opinion called reference price which has great impacts on their willingness to pay. In this work, we address the problem of determining a pricing strategy considering reference price effects in addition to customers' negotiation ability. We use dynamic programming to model retailer's problem, which considering reference...
A Framework for Price Negotiations in Presence of Alternative Options
, M.Sc. Thesis Sharif University of Technology ; Sheikhzadeh, Mehdi (Supervisor)
Abstract
The present research investigates the conjunction of two areas of pricing and negotiation techniques to find a relationship between price and other key factors such as quality, quantity, time, etc. and observe the overall effect of these factors on how to design and implement negotiations over price in B2B environment. The research presents a model to describe the process of negotiation and applies quantitative methods to rank negotiable scenarios. This set of scenarios, then is sorted in a triangular model of negotiation strategy and is used as a roadmap for negotiation. Furthermore, researcher evaluates effective tactics and their implementation to drive negotiation sessions based on...