Negotiation for Purchasing Professionals: A Proven Approach that Puts the Buyer in Control - Brossura

O'Brien, Jonathan

Brossura

ISBN 10: 0749467711 ISBN 13: 9780749467715

Casa editrice: Kogan Page Ltd, 2013

Riassunto

Negotiation for Purchasing Professionals provides purchasers and their team with the tools and tactics needed for a detailed, planned approach to negotiation. The book is written around the Red Sheet Methodology, a proven and collaborative technique already used worldwide by many companies, that integrates game theory, category management and negotiation skills.

The author 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.

For people in a buying role, this book will increase confidence and develop the ability to secure winning outcomes and better business results.

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)

"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)

Descrizione del libro:

Aimed specifically at purchasers, the book offers an effective counterbalance to sales techniques

Provides practical, logical steps to plan and effectively implement a tailored negotiation strategy, using the proven Red Sheet methodology

Offers a strong framework for discussion, allowing the negotiator to plan their approach in advance of the meeting

Includes new concepts such as matching personality to the negotiation style and using game theory

Covers planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate

Su questa edizione

• Editore: Kogan Page Ltd
• Data di pubblicazione: 2013
• ISBN 10: 0749467711
• ISBN 13: 9780749467715
• Rilegatura: Copertina flessibile
• Numero edizione: 1
• Numero di pagine: 351