Negotiation for Procurement and Supply Cha...

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Beschreibung

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.

Über den Autor

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.

Zusammenfassung

New to this edition: changing themes in procurement such as near shoring, update of contextual global factors to negotiation.

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

Details

Erscheinungsjahr:	2020
Fachbereich:	Management
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9781789662580
ISBN-10:	1789662583
Sprache:	Englisch
Herstellernummer:	12330
Einband:	Kartoniert / Broschiert
Autor:	O'Brien, Jonathan
Auflage:	3. Auflage
Hersteller:	Kogan Page
Maße:	232 x 162 x 31 mm
Von/Mit:	Jonathan O'Brien
Erscheinungsdatum:	13.08.2020
Gewicht:	0,766 kg

Artikel-ID: 117319759

Über den Autor

Zusammenfassung

New to this edition: changing themes in procurement such as near shoring, update of contextual global factors to negotiation.

Inhaltsverzeichnis

Details

Erscheinungsjahr:	2020
Fachbereich:	Management
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9781789662580
ISBN-10:	1789662583
Sprache:	Englisch
Herstellernummer:	12330
Einband:	Kartoniert / Broschiert
Autor:	O'Brien, Jonathan
Auflage:	3. Auflage
Hersteller:	Kogan Page
Maße:	232 x 162 x 31 mm
Von/Mit:	Jonathan O'Brien
Erscheinungsdatum:	13.08.2020
Gewicht:	0,766 kg