A Framework for Price Negotiations in Presence of Alternative Options

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Purmehdi, Mostafa | 2009

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Type of Document: M.Sc. Thesis
Language: Farsi
Document No: 39522 (44)
University: Sharif University of Technology
Department: Management and Economics
Advisor(s): Sheikhzadeh, Mehdi
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 prioritized scenarios. Finally, validation of the model is presented by a numerical sample test as well as survey from experts in the field of negotiation.
Keywords:
Pricing ; Multicriteria Decision Making ; Business to Business Model ; Negotiation Schools Pricing ; Negotiation Tactics

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