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Negotiation for Procurement and Supply Chain Professionals

A Proven Approach for Negotiations with Suppliers

A step-by-step approach to delivering winning negotiations with tools and tactics for purchasing and supply chain professionals.

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EAN: 9781398620964

Edition: 4

Published: 03 Aug 2025

Format: 234 x 156

504 pages

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About the book

How can procurement leaders secure stronger outcomes from negotiations?

Negotiation for Procurement and Supply Chain Professionals by Jonathan O'Brien is a practical guide for senior procurement and supply chain professionals who need to plan, lead and deliver high-value negotiations in complex and competitive environments.

Built around the globally recognized Red Sheet® Methodology, this book offers a structured, proven framework for securing better deals, aligning teams and navigating commercial conversations with clarity and control.

Now updated with new content on remote negotiation, cultural influences and the role of AI, it enables professionals to:

- Develop detailed, adaptable negotiation plans with clear tactics and objectives
- Assess supplier positions, sales tactics and cultural dynamics
- Use digital tools and AI to support data-led negotiation strategies
- Lead collaborative planning and alignment across procurement teams

With techniques trusted by global organizations, this book equips leaders to negotiate with confidence, manage risk and deliver measurable commercial value.

Turn negotiation into a strategic advantage for procurement and supply chain success.

Themes: procurement negotiation, supplier strategy, Red Sheet Methodology, remote negotiation, AI in negotiation, commercial leadership

About the authors

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 30 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 Category Management in Purchasing, Supplier Relationship Management, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

Jonathan O'Brien

- 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

Reviews

Guy Strafford, Chairman, OneSupplyPlanet

Jonathan O'Brien has spent two decades giving us all the intellectual architecture to build thriving procurement capabilities. This edition is another step up. Well done!

Philip Ideson, Managing Director, Art of Procurement

This is the definitive book for procurement negotiation built on a well-known and trusted process. In this edition, Jonathan O'Brien has managed to show how negotiation is changing and provides practical guidance for remote negotiation and how making AI part of the team can secure better outcomes.

David Adkins, Lecturer in Procurement and Supply Chain Management, Plymouth Business School

This book is the essential text for anyone planning, conducting or even thinking about negotiation. An invaluable resource for students and practitioners alike, it is a must for your bookshelf.

Camilla Borsani, PhD candidate, School of Management, Politecnico di Milano

A well-crafted and insightful book that addresses the complex nature of negotiation with clarity and rigor, making it a valuable resource for both professionals and researchers.

Kathleen Harmeston, Procurement and Supply Chain C-Suite Advisor & Founder, Inflection Ltd

A comprehensive, compelling and multi-angle book on negotiation for emerging, developed and advanced practitioners alike. This is a benchmark text leaders can use to cement a common language and methodology within teams.

Erik Stavrand, Partner, SEAK LLC

Red Sheet® is the gold standard for practical, real-world negotiation training. Jonathan O'Brien's newest book is a practitioner's handbook that makes Red Sheet® easy to understand and brings it to life with a wealth of examples.

Kristina Andric, Director Sustainability Strategic Planning & Excellence, Tetra Pak

This strategic guide arms procurement professionals with tools and proven tactics to outmanoeuvre sellers and drive value in every deal. In a world shaped by AI, it's the ultimate playbook for confident, future-ready deal-making.

Jonathan O'Brien has spent two decades giving us all the intellectual architecture to build thriving procurement capabilities. This edition is another step up. Well done!
Guy Strafford, Chairman, OneSupplyPlanet

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