Negotiation for Procurement and Supply Chain Professionals, Third Edition

  • 7h 26m
  • Jonathan O’Brien
  • Kogan Page
  • 2020

Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation.

Negotiation for Procurement and Supply Chain Professionals 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 concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.

About the Author

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.

In this Book

  • Introduction
  • Introducing Negotiation
  • Countering the Seller’s Advantage
  • Red Sheet – a Winning Process for Negotiation
  • Planning the Negotiation
  • Negotiating across Cultures
  • Personality and Negotiation
  • Power
  • Game Theory in Negotiation
  • Building the Concession Strategy
  • The Negotiation Event
  • Winning Event Tactics and Techniques
  • Body Language
  • Managing What You Say and How You Say it
  • Post-Negotiation Activities a Success
  • Negotiation as a Key Enabler for Success
  • Glossary
  • References and Further Reading