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Negotiation for Purchasing Professionals
 
 

Negotiation for Purchasing Professionals [Kindle Edition]

Jonathan O'Brien
5.0 out of 5 stars  See all reviews (4 customer reviews)

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Review

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

"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." (Gerry Tominey, CPO, 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." (Bryan Fuller, Vice President Sourcing & Supplier Management, MasterCard 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." (Professor John Potter, CEO, 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." (Joe Dudas, Vice Chair Category Management, Mayo Clinic)

Book Description

A step by step approach to successful negotiations tailored to the needs of purchasing professionals.

Product details

  • Format: Kindle Edition
  • File Size: 8052 KB
  • Print Length: 376 pages
  • Publisher: Kogan Page (3 Aug 2013)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B00E1BTB9A
  • Text-to-Speech: Enabled
  • X-Ray:
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Bestsellers Rank: #273,962 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most Helpful Customer Reviews
3 of 3 people found the following review helpful
Format:Paperback
This book really needed to be written because:
1. This is the first good book to detail negotiation from a purchasing perspective. Although there are some non-purchasing examples in the book the process and the frameworks undoubtedly are developed to suit purchasing negotiations and nothing else.
2. It confirms what any professional negotiator knows - having experience is vastly inferior to being prepared. Often too much emphasis is put on the actual meeting where as my experience is in line with the author i.e. if you want to become a successful negotiator focus on how you prepare before stepping in to the negotiation.
3. The book provides a clear process and useful tools. Most other negotiation books are based on catchy one liners and anecdotes. Although those books might be entertaining to read it is very unlikely that they will make you a better negotiator, for that to happen you need a proven process which this book provides.

Overall the book is very good and provides a comprehensive process to negotiations from a purchasing perspective. I have experience from negotiating in 15 different countries in Europe, Asia, Africa, North America and Oceania and I will definitely consult this book before my coming negotiations as it provides a similar, although much better, approach to negotiations compared to what I have developed over my career.
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1 of 1 people found the following review helpful
5.0 out of 5 stars A Great Resource for Procurement 20 Nov 2013
Format:Kindle Edition
It almost goes without saying that negotiation is central to many aspects of purchasing and procurement and it's an area where there's always room for growth. With so many books on negotiation though, the question is what can this add? After a week with this book the answers are clear; perspective and process.
The purchasing perspective is addressed here better than in any other book on the subject. Purchasing tools and requirements are drawn in skilfully and usefully, the issues faced by purchasers are met head on without expecting the reader to take examples or ideas from other fields and adapt them.
The process which runs through the book is effective and adaptable, with examples of how it can be applied in reality.
Around this process there is a lot of source material. This is a substantial book and there is a lot of information in it. I've talked with Mr O'Brien about negotiation several times in the past and not always agreed with him, but this book has such a variety of suggestions, tools and models at different stages of the process that if one doesn't chime with you, there are others you can turn to. That is what makes this a great resource.

There are quibbles; the text is dense and the reproduction quality is more practical than glossy. This makes some of the photos and diagrams less clear. The messages are still there, just not as direct as they could be. It looks like most of the thirty quid or so this costs went into content rather than printing.

In summary, if you want a quick "how to" book just to help you buy a slightly cheaper car at the dealers, you should look elsewhere. If you want a resource which can provide insight for negotiations now and in the long term, this is well worth your time.
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5.0 out of 5 stars The definative guide to process led negotiation 12 Nov 2013
By Jon L
Format:Paperback
This is a first class guide to a professional negotiation process. The author leads the reader through a very structured process that clearly identifies the steps necessary to ensure that the outcomes for the negotiator are optimal.

Unlike many negotiation manuals, this guide coaches the reader in the importance of identifying the priorities for the business and the outcomes required from the negotiation. The author very clearly leads the reader through the process of highly effective negotiation, which starts well before a meeting with a supplier or counter party. It becomes evident that clinical negotiation is built on the fundamentals of Category Management. Other guides focus on more tactical elements of the negotiation event itself, missing out the critical elements beforehand.

The guide is well written, easy to follow and essential reading for any procurement practitioner involved in negotiations.
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5.0 out of 5 stars A comprehensive manual 14 Sep 2013
Format:Paperback
This is a user-friendly guide to negotiation that, although employing catchy acronyms, places these firmly in context, using a theoretical base supported by experience from the field.

I was interested in whether the author is a training specialist or a procurement professional, and on finding out more I was pleased to discover that he has an important body of work in both, as well as being an author.

Having spent 15 years in procurement and now working abroad and in two languages and across cultures, I was particularly interested in reading the section that pertains to cross-cultural negotiation. There are numerous methodologies, laid out step-to-step, which is invaluable in the field, where purely understanding the theories isn't enough, one has to be able to apply them, at times under pressure. Having said that, a key theme in the book is good preparation.

This work contains a number of alternative (or complementary) models. It is aimed at those who are already practising in the field, for whom it is a rich resource. A must-read for those who need to apply purchasing theory across different domains, or as a resource for an in-office team library.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.2 out of 5 stars  5 reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars Negotiation for purchasing professionals 27 Sep 2013
By Mark Hemming - Published on Amazon.com
Format:Paperback
Negotiation for purchasing professionals is an easy to read book that puts sometimes complex
negotiation theory's into plain English. Winning negotiation strategies are carefully explained
for the purchasing professional with methods that are sure to boost employee's confidence in
an unfamiliar and increasing global market scenario, sure to "up" your companies buying power.

Particularly useful and intriguing was the "winning event tactics" chapter. A cleaver set of ideas and
illustrations giving one a strong insight to how a competitor may be thinking and giving tools to use in
so many situations, quite an arsenal of information. Can't wait to start my next negotiation!
1 of 1 people found the following review helpful
5.0 out of 5 stars A comprehensive coverage of the topic 16 Sep 2013
By Erik Stavrand - Published on Amazon.com
Format:Paperback
Jonathan O'Brien covers Negotiation as Sourcing professionals understand it - an end-to-end process with multiple embedded events. Many think of negotiations as simple meetings and enter them without adequate preparation and forethought about the goals, methods and consequences. This work covers all of the related topics with clarity and it will be useful in all sorts of negotiation contexts.

Extensive coverage is given in the book about motivations and related personality and cultural indicators. These insights are invaluable in the world of global commerce and are magnified when implications of in-person and virtual interactions are considered. This is not a quick, superficial read. The first reading will yield a number of insights that will grow through application, reflection and re-reading. This book is on a par with Peter Block's Flawless Consulting in this regard.
1 of 1 people found the following review helpful
5.0 out of 5 stars A comprehensive manual 14 Sep 2013
By E. J. Akhurst - Published on Amazon.com
Format:Paperback
This is a user-friendly guide to negotiation that, although employing catchy acronyms, places these firmly in context, using a theoretical base supported by experience from the field.

I was interested in whether the author is a training specialist or a procurement professional, and on finding out more I was pleased to discover that he has an important body of work in both, as well as being an author.

Having spent 15 years in procurement and now working abroad and in two languages and across cultures, I was particularly interested in reading the section that pertains to cross-cultural negotiation. There are numerous methodologies, laid out step-to-step, which is invaluable in the field, where purely understanding the theories isn't enough, one has to be able to apply them, at times under pressure. Having said that, a key theme in the book is good preparation.

This work contains a number of alternative (or complementary) models. It is aimed at those who are already practising in the field, for whom it is a rich resource. A must-read for those who need to apply purchasing theory across different domains, or as a resource for an in-office team library.
1 of 1 people found the following review helpful
2.0 out of 5 stars OK as an overview of negotiation, very little practical value for purchasing professionals 21 Aug 2013
By MythBuster DownUnder - Published on Amazon.com
Format:Paperback
I had high hopes of this (expensive) paperback, since there are very few (if any) contemporary books dedicated to negotiation from the buyers' perspective. Alas, this book disappointed me on many (all) fronts.

1. This book provides an OK review of negotiation, but very bland and far from comprehensive or cohesive. It is a messy hodge-podge of topics and issues. While the Red Sheet methodology and its 4 sections (S.T.E.P.) provide some unifying framework, the book would certainly benefit from a critical editor and his/her Red Ink methodology!

However, there are very few practical and specific issues that directly relate to purchasing and procurement functions. Therefore the title is misleading. Seasoned professionals such as myself will find nothing of interest here, while young purchasing professionals will be overwhelmed by 350 or so pages and a myriad of steps and "models".

2. There are 6 framed practical examples in boxes (presumable important). Of those only half are purchasing examples (pages 206, 298 and 304), the other three have nothing to do with purchasing (pages 159, 162, 165)

3. Important topics of interest to most purchasing professionals, such as negotiating simultaneously with multiple suppliers or local agents, sole-source and single-source negotiations are not covered at all (at least I could not find them in the book).

4. The style is dry and uninspiring. It reads like a textbook, academic style is used, such as 'Karrass (1996) states "in life you don get what you deserve, ..."')as if Karrass' book is a seminal work! I had to force myself to keep reading.

5. The structure of the book (and by that I mean the order of the chapters) is weird and methodologically unsound. Things just don't follow a they should and there is no flow between chapters. For instance, "Defining outcomes", in other words deciding what you want and setting your negotiating goals (one of the first things you need to do in every negotiation) is the title of Chapter 9. The preceding is chapter 8, titled "Game theory in negotiation". "Negotiating across cultures" is chapter 5, followed by the chapter called "Power".

6. There is a plethora of doubtful "models", all given strange acronyms, some that mean nothing (RACI, RAQSCI), others that are easy to remember (SOAP, ACE, STEP, COW) but there is so many of them that it starts getting blurred after a while.

In conclusion, I wasted $50 or so, should be able to claim it on tax as a legitimate business expense, although it is anything but.
4.0 out of 5 stars Practical with surprising humor, Provides an interesting perspective on a familiar topic 16 May 2014
By Kelly McCarthy Barner - Published on Amazon.com
Format:Paperback
Negotiation for Purchasing Professionals is the second book by Jonathan O’Brien that we have reviewed. Earlier this year we reviewed Category Management in Purchasing. While each of the books has a different focus, they have more in common than just an intended audience. The most striking similarity is a clear desire to improve the knowledge and capabilities of purchasing professionals by capturing O’Brien’s considerable experience and communicating it in a straightforward manner.

While some of O’Brien’s recommendations will be familiar to anyone who has read other titles on negotiation, he manages to include surprising bits of good humor throughout, including advice on preparing to buy a nuclear submarine, and how to handle it when you are trying to get a tribal mask onto an airline (after having happily overpaid for it).

There is a wise emphasis on preparation, self-awareness, and the reality of a situation versus collaborative altruism. In other words, sometimes a win-win negotiation is not required – just slice the proverbial ‘pie’ and move on. Even in win-win negotiations, sometimes a win is not so great as a WIN.

In the preface, the author states: “This is a practical book for anyone who buys and wants to negotiate more effectively with suppliers.” (xiv) The idea of striving for an ‘effective’ negotiation is a good reminder that as nerve racking as they can be, they are necessary for the management of supply.

For all the opportunities anyone can have to improve their negotiation skills, the best may be experiencing what an effective negotiation looks and feels like. This point speaks to O’Brien’s differentiation between negotiation skills and negotiation knowledge. Personality has an undeniable role in negotiation, as it determines how we are likely to approach a situation. The same is not true of identity, which can be assumed easier than personality can be changed. An identity is more closely linked to our behavior. As we may find ourselves called to play a deliberate role in a negotiation, we can assume a ‘negotionality’, or way of acting specific to a negotiation. (103)

I particularly appreciated the sales perspective O’Brien included in the book, as the focus of chapter 2 and then running as a current throughout. The chapter on body language, complete with pictures, provides wonderful illustrations as to how purchasing professionals can read and use unspoken cues in a negotiation.

The other considerable asset of the book are the Red Sheet ® negotiation templates (available in the book and for download from Positive Purchasing). This framework and methodology can be used to support professionals through the entire negotiation process.

-- Kelly Barner, Buyers Meeting Point
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