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Negotiation for Procurement and Supply Chain Pro – A Proven Approach for Negotiations with Suppliers

Autor Jonathan O`brien
Notă:  5.00 · o notă 
en Limba Engleză Paperback – 13 aug 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(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.
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Specificații

ISBN-13: 9781789662580
ISBN-10: 1789662583
Pagini: 480
Dimensiuni: 156 x 234 x 26 mm
Greutate: 0.77 kg
Ediția:3. Auflage
Editura: Kogan Page

Cuprins

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

Descriere

A step-by-step approach to delivering winning negotiations with tools and tactics for purchasing and supply chain professionals.