Negotiation for Procurement and Supply Chain Professionals - A Proven Approach for Negotiations With Suppliers

A step-by-step approach to delivering winning negotiations with tools and tactics for purchasing and supply chain professionals.

List of contents

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

About the author

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 Supplier Relationship Management, Negotiation for Procurement and Supply Chain Professionals, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

Product details

• Authors: Jonathan O''brien, O'Brien Jonathan
• Publisher: Kogan Page
• Languages: English
• Product format: Paperback / Softback
• Release: 03.08.2025
• EAN: 9781398620964
• ISBN: 978-1-398-62096-4
• No. of pages: 504
• Subjects: Social sciences, law, business > Business > Management; BUSINESS & ECONOMICS / Negotiating, BUSINESS & ECONOMICS / Purchasing & Buying, Purchasing & supply management, BUSINESS & ECONOMICS / Logistics & Supply Chain, Purchasing and supply management