Negotiation for Procurement Professionals: A Proven Approach that Puts the Buyer in Control - Softcover

O'Brien, Jonathan

Softcover

ISBN 10: 074947730X ISBN 13: 9780749477301

Publisher: Kogan Page, 2016

Synopsis

<p><b>WINNER:</b> ACA-Bruel 2013 - Special Mention Prize (1st edition)<br><br>Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. <b><i>Negotiation for Procurement Professionals </i></b>provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. <br><br> Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. <b><i>Negotiation for </i></b><b><i>Procurement</i></b><b><i> Professionals</i></b> provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon Red Sheet Methodology, the book is a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. <br><b><br> <i>Negotiation for </i></b><b><i>Procurement</i></b><b><i> Professionals</i></b> is the perfect companion to Jonathan O'Brien's other books <i><b>Category Management in Purchasing</b></i> and <i><b>Supplier Relationship Management</b>. </i>Used together, they provide a complete and powerful strategic purchasing toolkit.</p>

About this title

About the Author

<b>Jonathan O'Brien</b> is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 33 years of experience, he has helped equip global organizations to increase their purchasing capability through digital platforms, training, education and working directly with practitioners and executive teams. He is the author of <b><i>Supplier Relationship Management</i></b>, <b><i>Negotiation for Procurement and Supply Chain Professionals</i></b>, <b><i>The Buyer's Toolkit</i></b>, and <b><i>Sustainable Procurement</i></b>, all published by Kogan Page.

Edition details

• Publisher: Kogan Page
• Publication date: 2016
• Language: English
• ISBN 10: 074947730X
• ISBN 13: 9780749477301
• Binding: Paperback
• Edition number: 2
• Number of pages: 440