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What is Negotionality and Does Everyone Have It? Press Release

Negotiation for Procurement Professionals (9780749477301)29th September 2016 - Negotiation for Procurement Professionals: A Proven Approach That Puts the Buyer in Control

What is 'Negotionality' and Does Everyone Have It?

Procurement expert Jonathan O’Brien argues that we do. A combination of the identity we assume once we understand our own behaviour and a negotiation style personality, negotionality changes depending on what we’re negotiating.

In a new edition of Negotiation for Procurement Professionals: A Proven Approach That Puts the Buyer in Control, O’Brien asserts this process takes three steps: knowing who we are, knowing who we need to be, and ‘[identifying] our adopted negotionality’.

CEO and owner of Positive Purchasing Ltd, O’Brien delves into negotiation strategies that address the imbalance between buyer and seller. He posits that anyone can conquer the art of negotiating, that one has but to reach its many layers to benefit from this skill. ‘Good negotiators are made, not born,’ O’Brien says. This title will support anyone in becoming a good negotiator.

Bryan Fuller, Vice President of Sourcing and Supplier Management for MasterCard Worldwide has provided advice praise for the book, calling it a ‘great resource 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 individuals into highly effective negotiators and ensure money doesn’t get left on the table’.

About the author: Jonathan O'Brien is the CEO of the international purchasing consultancy and training provider, Positive Purchasing Ltd. With over 25 years' experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is also author of Category Management in Purchasing and Supplier Relationship Management, also published by Kogan Page.

About Kogan Page: Kogan Page is the leading independent global publisher of specialist professional books and content with over 900 titles in print. Its authors come from some of the world’s most prestigious academic institutions, international commercial organisations or professional associations in Logistics, Leadership, Management, Marketing, Branding, Human Resources, Coaching, Entrepreneurship and Careers. Follow @KPLogistics for information about new books and business insights from author experts.

For a review copy, media requests or more information, please contact Emmanuel Aryeetey: earyeetey@koganpage.com or +44 (0)20 7278 0433.


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