Jonathan O'Brien

Negotiation for Procurement and Supply Chain Professionals (eBook, ePUB)

A Proven Approach for Negotiations with Suppliers

• Format: ePub

Produktbeschreibung

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.

Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 480
• Erscheinungstermin: 13. August 2020
• Englisch
• ISBN-13: 9781789662597
• Artikelnr.: 59898917

Autorenporträt

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.

Inhaltsangabe

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