O'Brien Negotiation for Procurement and Supply Chain Professionals

A Proven Approach for Negotiations with Suppliers
4. Auflage 2025
ISBN: 978-1-3986-2097-1
Verlag: Kogan Page
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 504 Seiten, Accessible EPUB

How can procurement leaders secure stronger outcomes from negotiations?

Negotiation for Procurement and Supply Chain Professionals by Jonathan O'Brien is a practical guide for senior procurement and supply chain professionals who need to plan, lead and deliver high-value negotiations in complex and competitive environments.

Built around the globally recognized Red Sheet® Methodology, this book offers a structured, proven framework for securing better deals, aligning teams and navigating commercial conversations with clarity and control.

Now updated with new content on remote negotiation, cultural influences and the role of AI, it enables professionals to:

- Develop detailed, adaptable negotiation plans with clear tactics and objectives

- Assess supplier positions, sales tactics and cultural dynamics

- Use digital tools and AI to support data-led negotiation strategies

- Lead collaborative planning and alignment across procurement teams

With techniques trusted by global organizations, this book equips leaders to negotiate with confidence, manage risk and deliver measurable commercial value.

Turn negotiation into a strategic advantage for procurement and supply chain success.

Themes: procurement negotiation, supplier strategy, Red Sheet Methodology, remote negotiation, AI in negotiation, commercial leadership

Autoren/Hrsg.

O'Brien, Jonathan

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Einkauf, Logistik, Supply-Chain-Management
• Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaft: Sachbuch, Ratgeber

Inhaltsverzeichnis

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

Über Autor(innen)

O'Brien, Jonathan
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.

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.