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Author: Jonathan O'Brien
Publisher:
ISBN:
Category :
Languages : en
Pages : 440
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Book Description
Provides a step by step approach to successful negotiations tailored to the needs of purchasing professionals, by award-winning author Jonathan O'Brien.
Author: Jonathan O'Brien
Publisher:
ISBN:
Category :
Languages : en
Pages : 440
Get Book Here
Book Description
Provides a step by step approach to successful negotiations tailored to the needs of purchasing professionals, by award-winning author Jonathan O'Brien.
Author: Jonathan O'Brien
Publisher: Kogan Page Publishers
ISBN: 1789662591
Category : Business & Economics
Languages : en
Pages : 481
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Book Description
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.
Author: Jonathan O'Brien
Publisher: Kogan Page Publishers
ISBN: 074946772X
Category : Business & Economics
Languages : en
Pages : 376
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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 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.
Author: Jonathan O'Brien
Publisher: Kogan Page Publishers
ISBN: 0749477318
Category : Business & Economics
Languages : en
Pages : 440
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Book Description
WINNER: ACA-Bruel 2013 - Special Mention Prize (1st edition) 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. Based upon Red Sheet Methodology, the book is 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.
Author: Jonathan O'Brien
Publisher:
ISBN:
Category : Industrial procurement
Languages : en
Pages : 440
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Book Description
Providing the necessary tools and tactics for a detailed, planned approach to negotiation, this step-by-step book presents a structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. --
Author: Stephen Guth
Publisher: Lulu.com
ISBN: 1435706390
Category : Business & Economics
Languages : en
Pages : 212
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Book Description
Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one-until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see. This book isn't a feel-good book on win-win negotiations. It's an insider's view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.
Author: Jonathan O'Brien
Publisher:
ISBN: 9781398695122
Category :
Languages : en
Pages : 440
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Book Description
Take a step by step approach to delivering winning negotiations with tools and tactics to tailor your pitch to prospective suppliers.
Author: Jack Self
Publisher: Jack Self
ISBN: 9780992130503
Category :
Languages : en
Pages : 246
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Book Description
Managing Price is a must-have guide for procurement professionals involved in supplier negotiations. The multidisciplinary approach presented in this book will enable you to: Master a proven negotiation process going from market analysis to contract completion in 4 logical steps. Ensure fair pricing on all commodities. Create effective strategies for supply chain cost management. Secure the best price while retaining a great supplier relationship. "Jack Self has developed his supply chain negotiation skills to the level of an art. Strong tools and knowledge, great preparation and diversified experience are the cornerstones of his ability. Above all, he always has a plan!" - Marco Spain, V.P. Finance & I.T., Le Groupe Harnois "Jack Self's knowledge and experience in high-stakes negotiation is remarkable. Whether you are a procurement or sales professional, Jack's insights will be helpful and highly valuable for planning and driving your strategic negotiations. Jack's approach to negotiation is well structured and formal but strongly grounded to practice." - Angel Ruiz, Professor of Administration, Laval University
Author: Steve Gates
Publisher: John Wiley & Sons
ISBN: 1119155525
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
Author: René Schumann
Publisher: Springer Nature
ISBN: 3658402652
Category : Business & Economics
Languages : en
Pages : 136
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Book Description
This book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis for this purpose, clearly illustrates the most important steps, tools and applications. By using game theory and behavioral economics, the success of negotiations in purchasing can be systematically maximized. At the same time, transparency and fairness offer a high level of acceptance among negotiating partners. To this end, numerous practical examples are used to show how contracts can be awarded in the event of competition between suppliers, and how various auction formats and differentiated communication can be used to achieve optimal savings potential. Also for situations where the supplier is a monopolist, ways are described to avoid being at the mercy of pricing power.
