Negotiation for Procurement Professionals: A Proven Approach That Puts the Buyer in Control - Brossura

O'Brien, Jonathan

Brossura

ISBN 10: 074947730X ISBN 13: 9780749477301

Casa editrice: Kogan Page Ltd, 2016

Riassunto

Highly effective negotiation skills are an essential element of a purchasing professional’s toolkit. Negotiation for Procurement Professionals shifts the emphasis away from relying on personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This allows the purchasing professional or 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. It creates a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives, and tactics. This updated second edition contains a new section on multi-party negotiation, new information on negotiating in the public sector, and more "negotiation winning ways" and negotiation tactics.

Su questo libro

Recensione

"I suspect it will become a classic of our profession for many years to come. - Peter Smith, Spend Matters UK/Europe" (Spend Matters Spend Matters)

"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 Master Card 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)

Descrizione del libro

Offers a step-by-step approach to delivering winning negotiations

Provides the necessary tools and tactics for a detailed, planned approach to negotiation

Helps purchasers to evaluate a supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory

Dettagli dell?edizione

• Editore: Kogan Page Ltd
• Data di pubblicazione: 2016
• ISBN 10: 074947730X
• ISBN 13: 9780749477301
• Rilegatura: Copertina flessibile
• Lingua: Inglese
• Numero edizione: 2
• Numero di pagine: 417