Negotiation for Purchasing Professionals

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9780749467715: Negotiation for Purchasing Professionals
Review:

"I suspect it will become a classic of our profession for many years to come." ( Peter Smith, Spend Matters UK/Europe)

"Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. The book provides a novel, detailed and comprehensive approach to the art of negotiation in a practical, easy-to-digest format." ( Gerry Tominey, CPO, Associated British Foods)

"A great source for the strategic sourcing professional in understanding and developing the skill of negotiation. With a comprehensive planning approach and a wealth of tactics, it can help transform even the most inexperienced of individuals into highly effective negotiators and ensure money doesn't get left on the table." ( Bryan Fuller, Vice President Sourcing & Supplier Management, MasterCard Worldwide)

"This book is groundbreaking. Jonathan O'Brien is one of the world's experts in purchasing and negotiation strategy and this book presents vital information for purchasing professional's and other negotiators. The vital subjects of planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate are covered in detail." ( Professor John Potter, CEO, John Potter Global, Chartered Psychologist and Hostage Negotiator)

"If you are in a buying role, Jonathan's advice will increase your confidence and transform your ability to secure winning outcomes for business results as it has for us, even when up against a formidable opponent." ( Joe Dudas, Vice Chair Category Management, Mayo Clinic)

From the Publisher:

Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation.

Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying 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. Negotiation for Purchasing Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally.

If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results.

Negotiation for Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris.

Negotiation for Purchasing Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

"Sobre este título" puede pertenecer a otra edición de este libro.

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O'Brien, Jonathan
ISBN 10: 0749467711 ISBN 13: 9780749467715
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O'Brien, Jonathan
Editorial: Kogan Page Ltd, United Kingdom (2013)
ISBN 10: 0749467711 ISBN 13: 9780749467715
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Descripción Kogan Page Ltd, United Kingdom, 2013. Paperback. Estado de conservación: New. 232 x 156 mm. Language: English . Brand New Book. Based upon the 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 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. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes for business results. Nº de ref. de la librería AAW9780749467715

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O'Brien, Jonathan
Editorial: Kogan Page Ltd, United Kingdom (2013)
ISBN 10: 0749467711 ISBN 13: 9780749467715
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Descripción Kogan Page Ltd, United Kingdom, 2013. Paperback. Estado de conservación: New. 232 x 156 mm. Language: English . Brand New Book. Based upon the 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 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. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes for business results. Nº de ref. de la librería AAW9780749467715

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O'Brien, Jonathan
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Descripción Kogan Page Ltd, 2013. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería I1-9780749467715

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O'Brien, Jonathan
Editorial: Kogan Page (2013)
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Descripción Kogan Page, 2013. Estado de conservación: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: I suspect it will become a classic of our profession for many years to come. Nº de ref. de la librería ABE_book_new_0749467711

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Descripción Kogan Page, 2013. Paperback. Estado de conservación: New. book. Nº de ref. de la librería 0749467711

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Descripción Kogan Page Ltd, 2013. PAP. Estado de conservación: New. New Book. Delivered from our US warehouse in 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería I1-9780749467715

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Descripción Kogan Page. Paperback. Estado de conservación: New. Paperback. 353 pages. Dimensions: 9.1in. x 6.1in. x 1.0in.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. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Nº de ref. de la librería 9780749467715

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O'Brien, Jonathan
Editorial: Kogan Page (2013)
ISBN 10: 0749467711 ISBN 13: 9780749467715
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Descripción Kogan Page, 2013. Paperback. Estado de conservación: New. Nº de ref. de la librería SONG0749467711

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O'Brien, Jonathan
Editorial: Kogan Page (2013)
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Descripción Kogan Page, 2013. Paperback. Estado de conservación: New. Nº de ref. de la librería INGM9780749467715

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