Negotiation for procurement professionals /
By: O'Brien, Jonathan
Material type:
BookPublisher: London : Kogan Page Ltd., c2016.Edition: 2nd ed.Description: xviii, 417 p. : ill. ; 24 cm.ISBN: 9780749477301; 074947730XOther title: Negotiation for procurement professionals : a proven approach that puts the buyer in control.Subject(s): Negotiation in business | Purchasing | Industrial procurementDDC classification: 658.7 OB NE | Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
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| REGULAR | University of Wollongong in Dubai Main Collection | 658.7 OB NE (Browse shelf) | Available | T0057000 |
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| 658.7 MO PU Purchasing and supply chain management | 658.7 MO PU Purchasing and supply chain management | 658.7 NA SU Supply chain management : | 658.7 OB NE Negotiation for procurement professionals / | 658.7 OS SU Supply chain disruption : | 658.7 OU TS Outsourcing management for supply chain operations and logistics services / | 658.7 PA CO Contemporary issues in supply chain management and logistics / |
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.
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.