About this product

Product Identifiers

PublisherKogan Page, The Limited

ISBN-101789662605

ISBN-139781789662603

eBay Product ID (ePID)7038633659

Product Key Features

Number of Pages480 Pages

Publication NameNegotiation for Procurement and Supply Chain Professionals : A Proven Approach for Negotiations with Suppliers

LanguageEnglish

Publication Year2020

SubjectPurchasing & Buying, Economics / General, Negotiating

TypeTextbook

AuthorJonathan O'brien

Subject AreaBusiness & Economics

FormatHardcover

Dimensions

Item Height0.2 in

Item Weight37.5 Oz

Item Length1 in

Item Width0.6 in

Additional Product Features

Edition Number3

Intended AudienceCollege Audience

LCCN2020-936072

Dewey Edition23

ReviewsThis 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., 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., 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., 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.

IllustratedYes

Dewey Decimal658.7/2

Table Of Content** Chapter - 01: Introducing negotiation; ** Chapter - 02: Countering the seller advantage; ** Chapter - 03: Red sheet; ** Chapter - 04: Planning the negotiation; ** Chapter - 05: Negotiation across cultures; ** Chapter - 06: Personality and negotiation; ** Chapter - 07: Power; ** Chapter - 08: Game theory; ** Chapter - 09: Building the concession strategy; ** Chapter - 10: The negotiation event; ** Chapter - 11: Winning event tactics; ** Chapter - 12: Body language; ** Chapter - 13: Managing what you say and how you say it; ** Chapter - 14: Post-negotiation activities; ** Chapter - 15: Negotiation as a key enabler for success; ** Chapter - 16: Appendix - The Red Sheet negotiation templates

SynopsisHighly 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 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., 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(R) 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., 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., A step-by-step approach to delivering winning negotiations with tools and tactics for purchasing and supply chain professionals.

LC Classification NumberHD58.6.O27 2020