Negotiation For Procurement And Supply Chain Professionals

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 the 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.

Managing Price is a must-have guide for procurement professionals involved in supplier negotiations. The multidisciplinary approach presented in this book will enable you to: Master a proven negotiation process going from market analysis to contract completion in 4 logical steps. Ensure fair pricing on all commodities. Create effective strategies for supply chain cost management. Secure the best price while retaining a great supplier relationship. "Jack Self has developed his supply chain negotiation skills to the level of an art. Strong tools and knowledge, great preparation and diversified experience are the cornerstones of his ability. Above all, he always has a plan!" - Marco Spain, V.P. Finance & I.T., Le Groupe Harnois "Jack Self's knowledge and experience in high-stakes negotiation is remarkable. Whether you are a procurement or sales professional, Jack's insights will be helpful and highly valuable for planning and driving your strategic negotiations. Jack's approach to negotiation is well structured and formal but strongly grounded to practice." - Angel Ruiz, Professor of Administration, Laval University

Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing 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 Purchasing 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 Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris. Negotiation for Purchasing 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.

WINNER: ACA-Bruel 2013 - Special Mention Prize (1st edition) 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. Based upon Red Sheet Methodology, the book is 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.

Drive sustainable supply chain competitive advantage through more effective supplier management and procurement: reduce costs, improve quality, and deliver better service for all customers. This is the most authoritative, complete guide to planning, implementing, measuring, and optimizing supply management and procurement processes. Straight from the Council of Supply Chain Management Professionals (CSCMP), it brings together up-to-the-minute principles, strategies, and decisions for all relevant processes, strategies, and tactics. Step by step, The Definitive Guide to Supply Management and Procurement covers all this, and more: Basic supply management concepts, purposes, and goals Linkages between procurement and other business functions Day-to-day transactional and long-term strategic activities Category analysis, supplier selection, contract negotiation, supplier relationship management, and performance evaluation Principles and strategies for establishing efficient, effective, and sustainable operations, from sourcing teams to supplier rationalization Technology for spend analysis, competitive bidding, eProcurement, eSourcing, auctions/reverse auctions, contract compliance, performance management, and more Requirements and challenges of global sourcing, including insource vs. outsource decisions; TCO analysis; risk management; negotiations, and supplier contract compliance Best practices for assessing performance using standard metrics and frameworks

Purchasing and Supply Management includes the latest management, procurement, and negotiation techniques and the authors have taken great care to integrate the impact of global commerce on the buyers job. Historically, purchasing evolved as a weak part of manufacturing, gained its independence, and expanded to a financial contributer to a company's success. A major challenge of the buying job is to manage supply management. To do this, the buyer must know and use the full range of techniques and procedures available to the true professional. This book is dedicated to these functions of supply and all they entail.

Take a step by step approach to delivering winning negotiations with tools and tactics to tailor your pitch to prospective suppliers.

Every supply manager's essential desktop tool with in-depth,authoritative coverage of each topic Leaving no stone unturned in covering all aspects of theprocurement and sourcing functions, The Procurement and SupplyManager's Desk Reference, Second Edition is filled witheverything every organization needs to know about the key roles andresponsibilities of a procurement professional. Presented logicallyto match the flow of the procurement and sourcing functions, thebook is filled with practical aids such as step-by-step guides toeach segment of the process, as well as checklists and customizableforms. The new edition of this essential book provides aneasy-to-use road map for the procurement and supply manager in thenew millennium. Coverage on how to select suppliers and measureperformance Reveals the easiest way to drive continuous improvement in thesupply base Features tips on providing value to the organization Helps you identify those strategies that will work best foryour business for years to come Written for the worldwide profession of procurement and supplymanagement, The Procurement and Supply Manager's Desk Reference,Second Edition offers detailed coverage and tips with an eyetoward incorporating proactive strategies and best practices.