Negotiation for procurement professionals / (Record no. 31831)
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| LIBRARY OF CONGRESS CONTROL NUMBER | |
|---|---|
| LC control number | 2016949865 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780749477301 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 074947730X |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Call number | 658.7 OB NE |
| MAIN ENTRY--PERSONAL NAME | |
| Authors | O'Brien, Jonathan |
| TITLE STATEMENT | |
| Title | Negotiation for procurement professionals / |
| Statement of responsibility, etc | Jonathan O'Brien |
| VARYING FORM OF TITLE | |
| Title proper/short title | Negotiation for procurement professionals : a proven approach that puts the buyer in control |
| EDITION STATEMENT | |
| Edition | 2nd ed. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | London : |
| Publisher | Kogan Page Ltd., |
| Date | c2016. |
| PHYSICAL DESCRIPTION | |
| Extent | xviii, 417 p. : |
| Other Details | ill. ; |
| Size | 24 cm. |
| CONTENTS | |
| Contents | 01.Introducing negotiation 02.Countering the seller's advantage 03.Red Sheet - a winning process for negotiation 04.Planning the negotiation 05.Negotiating across cultures 06.Personality and negotiation 07.Power 08.Game theory in negotiation 09.Defining outcomes 10.The negotiation event 11.Winning event tactics 12.Body language 13.Managing what you say and how you say it 14.Making it a success. List of figures; List of tables; Preface; Acknowledgements; About the author; Introduction; 01 Introducing negotiation; 02 Countering the seller's advantage; 03 Red Sheet a winning process for negotiation; 04 Planning the negotiation; 05 Negotiating across cultures; 06 Personality and negotiation; 07 Power; 08 Game theory in negotiation; 09 Defining outcomes; 10 The negotiation event; 11 Winning event tactics; 12 Body language; 13Managing what you say and how you say it; 14 Making it a success; Appendix; Glossary; References and further reading; Index. |
| SUMMARY | |
| Summary | Overview: 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. Based upon the author's proven Red Sheet methodology, Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. The author shifts the emphasis away from relying mostly upon personality and tactics used during the negotiation, to a more structured and planned approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy. |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Negotiation in business |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Purchasing |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Industrial procurement |
| MAIN ENTRY--PERSONAL NAME | |
| -- | 6863 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 6864 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 6865 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 6866 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| University of Wollongong in Dubai | University of Wollongong in Dubai | Main Collection | 2017-07-23 | KINOKUNIYA | 658.7 OB NE | T0057000 | 2017-07-23 | 2017-07-23 | REGULAR |