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Negotiation for Procurement Professionals

A Proven Approach that Puts the Buyer in Control

Take a step by step approach to delivering winning negotiations with tools and tactics to tailor your pitch to prospective suppliers.
EAN: 9780749477301
Edition: 2
Format: 233x158
440 pages

About the book

WINNER: ACA-Bruel 2013 - Special Mention Prize (1st edition)

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.

About the authors

Jonathan O'Brien

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.

More about Jonathan O'Brien

I suspect it will become a classic of our profession for many years to come. - Peter Smith, Spend Matters UK/Europe

Spend Matters