Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers / Edition 3

by Jonathan O'Brien

Overview

Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit.

Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation.

Negotiation for Procurement and Supply Chain Professionals 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 concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.

Product Details

ISBN-13:	9781789662580
Publisher:	Kogan Page, Ltd.
Publication date:	08/25/2020
Edition description:	3rd ed.
Pages:	480
Product dimensions:	6.10(w) x 9.21(h) x 0.98(d)

About the Author

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, the international procurement and negotiation consultancy and training provider. With over 30 years of experience working in purchasing, he has worked all over the world to help global organizations increase their negotiation and purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of negotiation and other strategic purchasing methodologies. He is also author of Supplier Relationship Management, now in its second edition, The Buyer's Toolkit and Category Management in Purchasing, now in its fourth edition, all published by Kogan Page.

Table of Contents

** Chapter - 01: Introducing negotiation; ** Chapter - 02: Countering the seller advantage; ** Chapter - 03: Red sheet; ** Chapter - 04: Planning the negotiation; ** Chapter - 05: Negotiation across cultures; ** Chapter - 06: Personality and negotiation; ** Chapter - 07: Power; ** Chapter - 08: Game theory; ** Chapter - 09: Building the concession strategy; ** Chapter - 10: The negotiation event; ** Chapter - 11: Winning event tactics; ** Chapter - 12: Body language; ** Chapter - 13: Managing what you say and how you say it; ** Chapter - 14: Post-negotiation activities; ** Chapter - 15: Negotiation as a key enabler for success; ** Chapter - 16: Appendix - The Red Sheet negotiation templates

Editorial Reviews

"If you are in a buying role, Jonathan's advice will increase your confidence and transform your ability to secure winning outcomes for business results as it has for us, even when up against a formidable opponent."

Joe Dudas

"This book is groundbreaking. Jonathan O'Brien is one of the world's experts in purchasing and negotiation strategy and this book presents vital information for purchasing professional's and other negotiators. The vital subjects of planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate are covered in detail."

Professor John Potter

"Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. The book provides a novel, detailed and comprehensive approach to the art of negotiation in a practical, easy-to-digest format."

Gerry Tominey

"I suspect it will become a classic of our profession for many years to come."

Spend Matters UK/Europe Peter Smith

"A great source for the strategic sourcing professional in understanding and developing the skill of negotiation. With a comprehensive planning approach and a wealth of tactics, it can help transform even the most inexperienced of individuals into highly effective negotiators and ensure money doesn't get left on the table."

Bryan Fuller