NEGOTIATION FOR PROCUREMENT PROFESSIONALS: A PROVEN APPROACH THAT PUTS THE BUYER IN CONTROL

Book ID/图书代码： 07682016B95383

English Summary/英文概要： Highly effective negotiation skills are an essential element of a purchasing professional’s toolkit. Negotiation for Procurement Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation.

Jonathan O’Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach 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 cultural differences, personality traits and game theory. Negotiation for Procurement Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results.

Negotiation for Procurement Professionals is the perfect companion to Jonathan O’Brien’s other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

Chinese Summary/中文概要： 有效的谈判技巧是职业买家必不可少的职业技能。本书提供了详尽的指导，帮助读者在谈判中取得最终的胜利。书中提供了成为买手必不可少的工具和详尽的谈判技巧和方法。

Jonathan O’Brien将原本更多依赖性格的方式转变为更有策略的方法，因此任何人都能够通过学习这套方法来更有效地进行谈判，甚至能够应对难对付的对手。这样的方法使得职业买手或者团队能够事先评估供应商，接触销售团队并根据文化差异和博弈理论来调整谈判策略。本书提供了有力的讨论框架，使得贪婪者能够策划工作事项、目标以及战术。本书的理论基础是Red Sheet方法，这是已经被证实行之有效的合作技能，全球多家公司已经运用了。如果你也处在一个买手位置，那么本书将增进你的信心，转化你的技能，帮助你获得更加理想的商业成绩。

本书也可以配合Jonathan O’Brien的其他著作，例如《Category Management in Purchasing》以及《Supplier Relationship Management》等一同阅读，为买手提供一个全面的、有效的策略工具包。（LYR）

Awards/获奖情况：毫无疑问，本书将成为这个行业的经典教材。（Peter Smith，Spend Matters英国和欧洲）

有效的谈判技巧是职业买家必不可少的职业技能。本书提供了全新的、详尽的、综合的方式来学习如何进行有效的谈判。（Associated British Foods）

对于理解和开发谈判技巧而言是必不可少的宝贵资源。通过对于全盘局面的了解和大量技巧，本书能够帮助最没有经验的个人变成有效的谈判专家。（Master Card Worldwide）

I suspect it will become a classic of our profession for many years to come. - Peter Smith, Spend Matters UK/Europe

Spend Matters

Highly effective negotiation skills are an essential element of a purchasing professional’s toolkit. The book provides a novel, detailed and comprehensive approach to the art of negotiation in a practical, easy-to-digest format.

Associated British Foods

A great source for the strategic sourcing professional in understanding and developing the skill of negotiation. With a comprehensive planning approach and a wealth of tactics, it can help transform even the most inexperienced of individuals into highly effective negotiators and ensure money doesn’t get left on the table.

Master Card Worldwide

This book is groundbreaking. Jonathan O’Brien is one of the world’s experts in purchasing and negotiation strategy and this book presents vital information for purchasing professional’s and other negotiators. The vital subjects of planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate are covered in detail.

John Potter Global, Chartered Psychologist and Hostage Negotiator

If you are in a buying role, Jonathan’s advice will increase your confidence and transform your ability to secure winning outcomes for business results as it has for us, even when up against a formidable opponent.

Vice Chair Category Management, Mayo Clinic

About the Author/作者介绍： Jonathan O’Brien是Positive Purchasing有限公司的首席执行官，国际买卖业务咨询和培训师。在这一方面拥有25年经验的他曾在全球多地工作，通过训练、教育和直接参与的方式帮助国际机构提升购买能力。他曾著有《Category Management in Purchasing》和《Supplier Relationship Management》两书。

Jonathan O’Brien is the CEO of the international purchasing consultancy and training provider, Positive Purchasing Ltd. With over 25 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. He is also author of Category Management in Purchasing and Supplier Relationship Management.

Format:HARDCOVER

Rights Status/版权销售情况：Simplified Chinese/简体中文：NOT AVAILABLE

Complex/Traditional Chinese/繁体中文：NOT AVAILABLE

Sales in other countries/其他国家销售情况：

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