Negotiation for procurement and supply chain professionals : a proven approach for negotiations with suppliers / Jonathan O'Brien.

Subtitle from cover.

Includes bibliographical references and index.

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 game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. 'Negotiation for Procurement and Supply Chain Professionals' 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 Red Sheet Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future."