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Negotiation for purchasing professionals

Negotiation for purchasing professionals
Jonathan O'Brien
Negotiation for purchasing professionals

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Jonathan O'Brien, author of CIPS Recommended Reading title 'Category management in purchasing' provides a step-by-step approach to delivering winning negotiations and getting game changing results.

The author shifts the emphasis away from relying mostly upon personality and tactics used during the negotiation, to a more structured and planned approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. It creates a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics.

If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes for business results.

Jonathan O'Brien

Jonathan O'Brien is a Director and co-owner of the international purchasing consultancy and training provider; Positive Purchasing Ltd. With over 20 years experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies.


Book Detail

Publication Date: Saturday, August 03, 2013
ISBN: 9780749467715
Number of Pages: 376
Category: Negotiation , Purchasing
Edition: 1st Edition