Negotiation for Procurement and Supply Chain Professionals

Beschreibung

A step-by-step approach to delivering winning negotiations with tools and tactics for purchasing and supply chain professionals.
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.
Offers a ground-breaking new approach to delivering winning negotiations in procurement and supply chain management
Provides the vital tools and comprehensive tactics for a detailed, planned approach to negotiation
Helps purchasers to evaluate a supplier in advance, assess the sales team, and tailor their negotiation strategy
New to this edition: changing themes in procurement such as near shoring, update of contextual global factors to negotiation.

Autor*in

Jonathan O'Brien
Jonathan O'Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 30 years of experience, he has helped equip global organizations to increase their purchasing capability through digital platforms, training, education and working directly with practitioners and executive teams. He is the author of Supplier Relationship Management, Negotiation for Procurement and Supply Chain Professionals, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

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procurement value procurement processes negotiation planning negotiation across cultures game theory red sheet countering the seller's advantage

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"I suspect it will become a classic of our profession for many years to come."
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"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."
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"A great source 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 of individuals into highly effective negotiators and ensure money doesn't get left on the table."
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"This book is groundbreaking. Jonathan O'Brien is one of the world's experts in purchasing and negotiation strategy and this book presents vital information for purchasing professional's and other negotiators. The vital subjects of planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate are covered in detail."
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"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."
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