Negotiation for Procurement ProfessionalsDe (autor) Jonathan O'Brien
en Limba Engleză Paperback – 03 Oct 2016
Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach 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 cultural differences, personality traits and game theory. Negotiation for Procurement Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.
Dimensiuni: 159 x 233 x 24 mm
Greutate: 0.68 kg
Ediția: 2nd Revised edition
Editura: Kogan Page
Chapter - 1: Introducing negotiation Chapter - 2: Countering the seller's advantage Chapter - 3: Red Sheet - a winning process for negotiation Chapter - 4: Planning the negotiation Chapter - 5: Negotiating across cultures Chapter - 6: Personality and negotiation Chapter - 7: Power Chapter - 8: Game theory in negotiation Chapter - 9: Defining outcomes Chapter - 10: The negotiating event Chapter - 11: Winning event tactics Chapter - 12: Body Language Chapter - 13: Managing what you say and how you say it Chapter - 14: Making it a success