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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: 074946772X
Category : Business & Economics
Languages : en
Pages : 376
Get Book Here
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: Mario Büsch
Publisher: Akademische Verlagsgemeinschaft München
ISBN: 3960913400
Category : Business & Economics
Languages : en
Pages : 309
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Book Description
This doctoral-thesis deals with the role of procurement professionals in industrial projects. The role of procurement in industrial manufacturing has attracted considerable attention over the last several years; however, the role of procurement in projects is rather underresearched. From a project management point of view, procurement is mainly considered a transactional task, and remarkably few project management standards consider procurement at all. To overcome this gap, a Procurement Project Involvement Matrix has been developed. Building on this matrix, a Project Procurement Organisation Model for procurement experts involved into industrial projects was developed, too. In general, the project procurement job tasks framework as well as the Project Procurement Organisation Model will help to implement, improve and audit the involvement level of procurement in projects.
Author: Omid Ghamami
Publisher: Lulu.com
ISBN: 1304260380
Category : Business & Economics
Languages : en
Pages : 229
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Book Description
This book is intended to give an overview of the highly critical skill of purchasing contract management (or what sales professionals would call 'sales contract management'). Purchasing professionals are consistently plagued by inadequate knowledge of purchasing contract law, which becomes a capability gap and therefore a career liability. The goal of this book is to address this problem and turn this liability to an area of strength and competitive advantage for purchasing professionals. This book is intended to be a timeless reference guide, and is written for the practitioner - the person who wants concrete and actionable direction to do their job better and get their career on the fast track. The importance and purpose of contracts is covered, followed by how to customize purchasing contracts to fit the purchase, and then a detailed (116 pages) coverage of all major contract clauses, what they mean, and how to negotiate them. The book closes out with best in class post contract management practices.
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: Joseph L. Cavinato
Publisher: McGraw-Hill Companies
ISBN:
Category : Business logistics
Languages : en
Pages : 1108
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Book Description
Reflecting contemporary trends in purchasing and supply management, this text serves as a complete professional reference book, used to answer day-to-day questions for all sizes of purchasing departments.
Author: Lydia Bals
Publisher: Nova Publishers
ISBN: 9781604569339
Category : Business & Economics
Languages : en
Pages : 130
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Book Description
Services play an increasing economic role in developed countries. As companies have outsourced and continue to outsource (part of) their service provision, sourcing has gained importance as a field of interest, both from a practical and academic perspective. This book gives an updated perspective on the topic of sourcing services as well as insights into the current state-of-the-art in practice by means of the case company examples.
Author:
Publisher:
ISBN:
Category : Employment forecasting
Languages : en
Pages : 908
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Book Description
Author: Labor Dept. (U.S.), Bureau of Labor Statistics
Publisher: Bureau of Labor Statistics
ISBN: 9780160843174
Category : Business & Economics
Languages : en
Pages : 900
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Book Description
An important resource for employers, career counselors, and job seekers, this handbook contains current information on today's occupations and future hiring trends, and features detailed descriptions of more than 250 occupations. Find out what occupations entail their working conditions, the training and education needed for these positions, their earnings, and their advancement potential. Also includes summary information on 116 additional occupations.
Author: Peter Cheverton
Publisher: Kogan Page Publishers
ISBN: 0749461470
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.
Author: U. S. Department of Labor, Bureau of Statistics Staff
Publisher: Bernan Press(PA)
ISBN: 9780160502491
Category : Reference
Languages : en
Pages : 572
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Book Description
