Negotiation for Procurement Professionals

A Proven Approach that Puts the Buyer in Control

Business & Finance, Industries & Professions, Purchasing & Buying, Management & Leadership, Negotiating
Cover of the book Negotiation for Procurement Professionals by Jonathan O'Brien, Kogan Page
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Jonathan O'Brien ISBN: 9780749477318
Publisher: Kogan Page Publication: October 3, 2016
Imprint: Kogan Page Language: English
Author: Jonathan O'Brien
ISBN: 9780749477318
Publisher: Kogan Page
Publication: October 3, 2016
Imprint: Kogan Page
Language: English

Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals 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.

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. Negotiation for Procurement Professionals 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.

Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals 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.

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. Negotiation for Procurement Professionals 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.

Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

More books from Kogan Page

Cover of the book Effective HR Communication by Jonathan O'Brien
Cover of the book More Tales for Trainers by Jonathan O'Brien
Cover of the book Cyber Wars by Jonathan O'Brien
Cover of the book The Mindset of Success by Jonathan O'Brien
Cover of the book A Circular Economy Handbook for Business and Supply Chains by Jonathan O'Brien
Cover of the book Coaching Presence by Jonathan O'Brien
Cover of the book Conduct Risk Management by Jonathan O'Brien
Cover of the book Leading International Projects by Jonathan O'Brien
Cover of the book Top Business Psychology Models by Jonathan O'Brien
Cover of the book Digital Marketing Strategy by Jonathan O'Brien
Cover of the book Leading Strategy Execution by Jonathan O'Brien
Cover of the book Strengths-Based Recruitment and Development by Jonathan O'Brien
Cover of the book The Learning Challenge by Jonathan O'Brien
Cover of the book Dealing with Difficult People by Jonathan O'Brien
Cover of the book Appreciative Inquiry for Change Management by Jonathan O'Brien
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy