Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers...

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Jonathan O'Brien

Negotiation for Procurement and Supply Chain Professionals

A Proven Approach for Negotiations with Suppliers

Jonathan O'Brien

$113.95

Paperback

Forthcoming
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English

Kogan Page Ltd
03 August 2025

Purchasing & supply management

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 adapting to digital communication tools and techniques and

This essential guide 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 concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by companies globally.

By: Jonathan O'Brien
Imprint: Kogan Page Ltd
Country of Publication: United Kingdom
Edition: 4th Revised edition
Dimensions: Height: 234mm, Width: 156mm,
ISBN: 9781398620964
ISBN 10: 1398620963
Pages: 504
Publication Date: 03 August 2025
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Paperback
Publisher's Status: Forthcoming

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

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 Category Management in Purchasing, Supplier Relationship Management, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

Reviews for Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers

""Jonathan O'Brien has spent two decades giving us all the intellectual architecture to build thriving procurement capabilities. This edition is another step up. Well done!"" * Guy Strafford, Chairman, OneSupplyPlanet * ""This is the definitive book for procurement negotiation built on a well-known and trusted process. In this edition, Jonathan O'Brien has managed to show how negotiation is changing and provides practical guidance for remote negotiation and how making AI part of the team can secure better outcomes."" * Philip Ideson, Managing Director, Art of Procurement * ""This book is the essential text for anyone planning, conducting or even thinking about negotiation. An invaluable resource for students and practitioners alike, it is a must for your bookshelf."" * David Adkins, Lecturer in Procurement and Supply Chain Management, Plymouth Business School * ""A well-crafted and insightful book that addresses the complex nature of negotiation with clarity and rigor, making it a valuable resource for both professionals and researchers."" * Camilla Borsani, PhD candidate, School of Management, Politecnico di Milano * ""A comprehensive, compelling and multi-angle book on negotiation for emerging, developed and advanced practitioners alike. This is a benchmark text leaders can use to cement a common language and methodology within teams."" * Kathleen Harmeston, Procurement and Supply Chain C-Suite Advisor & Founder, Inflection Ltd * ""Red Sheet® is the gold standard for practical, real-world negotiation training. Jonathan O'Brien's newest book is a practitioner's handbook that makes Red Sheet® easy to understand and brings it to life with a wealth of examples."" * Erik Stavrand, Partner, SEAK LLC *