A comprehensive manual,
This review is from: Negotiation for Purchasing Professionals: A Proven Approach that Puts the Buyer in Control (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.