Negotiation for Purchasing Professionals Paperback – 3 Aug 2013
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"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)
Aimed specifically at purchasers, the book offers an effective counterbalance to sales techniques
Provides practical, logical steps to plan and effectively implement a tailored negotiation strategy, using the proven Red Sheet methodology
Offers a strong framework for discussion, allowing the negotiator to plan their approach in advance of the meeting
Includes new concepts such as matching personality to the negotiation style and using game theory
Covers planning, communicating verbally and non-verbally, dealing with tactics and understanding those with whom we negotiate
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Top Customer Reviews
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.
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.
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.
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.