• RRP: £29.99
  • You Save: £3.00 (10%)
FREE Delivery in the UK.
Only 7 left in stock (more on the way).
Dispatched from and sold by Amazon. Gift-wrap available.
Quantity:1
Negotiation for Purchasin... has been added to your Basket
+ £2.80 UK delivery
Used: Good | Details
Sold by Brit-Books
Condition: Used: Good
Comment: Simply Brit: We have dispatched from our UK warehouse books of good condition to over 1 million satisfied customers worldwide. We are committed to providing you with a reliable and efficient service at all times.
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 3 images

Negotiation for Purchasing Professionals Paperback – 3 Aug 2013

4.6 out of 5 stars 5 customer reviews

See all formats and editions Hide other formats and editions
Amazon Price
New from Used from
Kindle Edition
"Please retry"
Paperback
"Please retry"
£26.99
£21.69 £19.99
Note: This item is eligible for click and collect. Details
Pick up your parcel at a time and place that suits you.
  • Choose from over 13,000 locations across the UK
  • Prime members get unlimited deliveries at no additional cost
How to order to an Amazon Pickup Location?
  1. Find your preferred location and add it to your address book
  2. Dispatch to this address when you check out
Learn more
£26.99 FREE Delivery in the UK. Only 7 left in stock (more on the way). Dispatched from and sold by Amazon. Gift-wrap available.
click to open popover

Special Offers and Product Promotions


Frequently Bought Together

  • Negotiation for Purchasing Professionals
  • +
  • Supplier Relationship Management: Unlocking the Hidden Value in Your Supply Base
  • +
  • Category Management in Purchasing: A Strategic Approach to Maximize Business Profitability
Total price: £114.97
Buy the selected items together

Enter your mobile number below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
Getting the download link through email is temporarily not available. Please check back later.

  • Apple
  • Android
  • Windows Phone

To get the free app, enter your mobile phone number.




Product details

  • Paperback: 376 pages
  • Publisher: Kogan Page; 1 edition (3 Aug. 2013)
  • Language: English
  • ISBN-10: 0749467711
  • ISBN-13: 978-0749467715
  • Product Dimensions: 15.6 x 2 x 23.4 cm
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 328,944 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

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

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

See all Product Description

Customer Reviews

4.6 out of 5 stars
5 star
4
4 star
0
3 star
1
2 star
0
1 star
0
See all 5 customer reviews
Share your thoughts with other customers

Top Customer Reviews

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.
Comment 3 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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.
Comment One person found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse


Feedback