Jonathan O'Brien

Negotiation for Procurement and Supply Chain Professionals (eBook, ePUB)

A Proven Approach for Negotiations with Suppliers

• Format: ePub

Produktbeschreibung

How can procurement leaders secure stronger outcomes from negotiations?

Negotiation for Procurement and Supply Chain Professionals by Jonathan O'Brien is a practical guide for senior procurement and supply chain professionals who need to plan, lead and deliver high-value negotiations in complex and competitive environments.

Built around the globally recognized Red Sheet® Methodology, this book offers a structured, proven framework for securing better deals, aligning teams and navigating commercial conversations with clarity and control.

Now updated with new content on remote negotiation, cultural influences and the role of AI, it enables professionals to:

- Develop detailed, adaptable negotiation plans with clear tactics and objectives
- Assess supplier positions, sales tactics and cultural dynamics
- Use digital tools and AI to support data-led negotiation strategies
- Lead collaborative planning and alignment across procurement teams

With techniques trusted by global organizations, this book equips leaders to negotiate with confidence, manage risk and deliver measurable commercial value.

Turn negotiation into a strategic advantage for procurement and supply chain success.

Themes: procurement negotiation, supplier strategy, Red Sheet Methodology, remote negotiation, AI in negotiation, commercial leadership

Produktdetails

• Verlag: Kogan Page eBook
• Seitenzahl: 504
• Erscheinungstermin: 3. August 2025
• Englisch
• ISBN-13: 9781398620971
• Artikelnr.: 75122942

Autorenporträt

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 30 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 Category Management in Purchasing, Supplier Relationship Management, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

Inhaltsangabe

Chapter
01: Introducing negotiation; Chapter
02: Countering the seller advantage; Chapter
03: Red sheet; Chapter
04: Planning the negotiation; Chapter
05: Negotiation across cultures; Chapter
06: Personality and negotiation; Chapter
07: Power; Chapter
08: Game theory; Chapter
09: Building the concession strategy; Chapter
10: The negotiation event; Chapter
11: Winning event tactics; Chapter
12: Body language; Chapter
13: Managing what you say and how you say it; Chapter
14: Post
negotiation activities; Chapter
15: Negotiation as a key enabler for success; Chapter
16: Appendix
The Red Sheet negotiation templates