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

O'Brien, Jonathan

Softcover

ISBN 10: 0749467711 ISBN 13: 9780749467715

Verlag: Kogan Page Ltd, 2013

Inhaltsangabe

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.

Über diesen Titel

Über die Autorin bzw. den Autor

Jonathan OBrien is CEO of Positive Purchasing Ltd., an international purchasing consulting firm and training provider. He has worked all over the world helping global organizations increase their purchasing capabilities. He is also the author ofCategory Management in Purchasing and Supplier Relationship Management (both published by Kogan Page).

Details zur Ausgabe

• Verlag: Kogan Page Ltd
• Erscheinungsdatum: 2013
• Sprache: Englisch
• ISBN 10: 0749467711
• ISBN 13: 9780749467715
• Einband: Taschenbuch
• Anzahl der Seiten: 351
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar