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Innovation and Best Practice
for Business Success

Established 1967

Negotiation for Procurement Professionals

Negotiation for Procurement Professionals

A Proven Approach that Puts the Buyer in Control

Jonathan O'Brien


Provides a step by step approach to successful negotiations tailored to the needs of purchasing professionals, by award-winning author Jonathan O'Brien.

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About the book

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. The book is based upon Red Sheet Methodology, 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.

Table Of Contents

    • Chapter - 1: Introducing negotiation
    • Chapter - 2: Countering the seller's advantage
    • Chapter - 3: Red Sheet - a winning process for negotiation
    • Chapter - 4: Planning the negotiation
    • Chapter - 5: Negotiating across cultures
    • Chapter - 6: Personality and negotiation
    • Chapter - 7: Power
    • Chapter - 8: Game theory in negotiation
    • Chapter - 9: Defining outcomes
    • Chapter - 10: The negotiating event
    • Chapter - 11: Winning event tactics
    • Chapter - 12: Body Language
    • Chapter - 13: Managing what you say and how you say it
    • Chapter - 14: Making it a success

Book Details

  • EAN: 9780749477301
  • Edition: 2
  • Published: 3rd October 2016
  • Paperback
  • Dimensions: 234x156
  • 440 pages

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.

Jonathan O'Brien