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Negotiation for Purchasing ProfessionalsBy Jonathan O'Brien
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Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing 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 Purchasing 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 Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris.
Negotiation for Purchasing 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.
- Sales Rank: #949546 in eBooks
- Published on: 2013-08-03
- Released on: 2013-08-03
- Format: Kindle eBook
Review
"This book is groundbreaking..The vital subjects of planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate are covered in detail." (Professor John Potter, CEO John Potter Global)
"Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. The book provides a novel, detailed and comprehensive approach to the art of negotiation in a practical, easy-to-digest format." (Gerry Tominey, CPO Associated British Foods)
"If you are in a buying role, Jonathan's advice will increase your confidence and transform your ability to secure winning outcomes for business results as it has for us, even when up against a formidable opponent." (Joe Dudas, Vice Chair Category Management Mayo Clinic)
About the Author
Jonathan O’Brien is CEO of Positive Purchasing Ltd., an international purchasing consulting firm and training provider. He has worked all over the world helping global organizations increase their purchasing capabilities. He is also the author of Category Management in Purchasing and Supplier Relationship Management (both published by Kogan Page).
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