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Game theory in sales: new perspectives in negotiations

TWS Partners at an exclusive management workshop in Mannheim

bfw tailormade and Ueberbit hosted a dedicated event on new perspectives for sales on Thursday, 14 June. After a brief welcome by the managing directors of the two companies, Marcus Schreiber (CEO) and Patrick Meine (Partner) took over the presentation of the interactive workshop.

Managers in the fields of sales and corporate strategy attending the event learned how the application of game theory can help the sales function to free itself from its supposedly weaker position in negotiations with Procurement, and how suppliers can meet Procurement at eye level. Afterwards, participants were able to experience effective counterstrategies to awarding processes, when working on a business case study.

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