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Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit.
Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting noticeable results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Evaluating how different technologies and advancements can support and optimize the negotiation process, this new edition contains guidance on tools and techniques for remote negotiation and the rapidly developing role of AI in negotiation. This essential guide allows the procurement professional or the buying team to secure better outcomes through negotiation strategies that evaluate the supplier in advance, assess the sales team and tailor their concession strategies according to cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion and alignment in advance of the meeting, allowing the negotiator to plan their approach, objectives and tactics. Based upon the Red Sheet(R) Methodology, this book is a proven and collaborative technique used by companies globally.
Sommario
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
Info autore
Jonathan O'Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 34 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.
