Jonathan O'Brien

Negotiation for Procurement and Supply Chain Professionals

A Proven Approach for Negotiations with Suppliers

• Broschiertes Buch

Produktbeschreibung

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

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Produktdetails

• Verlag: Kogan Page Ltd
• Artikelnr. des Verlages: 12330
• 3 Revised edition
• Seitenzahl: 480
• Erscheinungstermin: 13. August 2020
• Englisch
• Abmessung: 232mm x 162mm x 31mm
• Gewicht: 732g
• ISBN-13: 9781789662580
• ISBN-10: 1789662583
• Artikelnr.: 57574147

Autorenporträt

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.

Inhaltsangabe

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