Negotiation for Purchasing Professionals: A Proven Approach that Puts the Buyer in Control
Author(s): Jonathan O'Brien (Author)
Publisher: Kogan Page
Publication Date: 3 Aug. 2013
Edition: 1st
Language: English
Print length: 376 pages
ISBN-10: 0749467711
ISBN-13: 9780749467715
Book Description
Highly effective negotiation skills are an essential element of a purchasing professional’s toolkit. Negotiation for Purchasing 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 Purchasing 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 Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris.
Negotiation for Purchasing Professionalsis 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.
Editorial Reviews
Review
“I suspect it will become a classic of our profession for many years to come.”, Peter Smith, Spend Matters UK/Europe
“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.”,
Gerry Tominey, CPO, Associated British Foods
“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.”,
Bryan Fuller, Vice President Sourcing & Supplier Management, MasterCard Worldwide
“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.”,
Professor John Potter, CEO, John Potter Global, Chartered Psychologist and Hostage Negotiator
“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.”,
Joe Dudas, Vice Chair Category Management, Mayo Clinic
Review
“I suspect it will become a classic of our profession for many years to come.” ― Peter Smith, Spend Matters UK/Europe
“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.” ―
Gerry Tominey, CPO, Associated British Foods
“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.” ―
Bryan Fuller, Vice President Sourcing & Supplier Management, MasterCard Worldwide
“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.” ―
Professor John Potter, CEO, John Potter Global, Chartered Psychologist and Hostage Negotiator
“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.” ―
Joe Dudas, Vice Chair Category Management, Mayo Clinic
About the Author
Jonathan O’Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 33 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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