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Negotiation for Purchasing Professionals

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Negotiation for Purchasing Professionals provides purchasers and their team with the tools and tactics needed for a detailed, planned approach to negotiation. The book is written around the Red Sheet Methodology, a proven and collaborative technique already used worldwide by many companies, that integrates game theory, category management and negotiation skills.

The author shifts the emphasis away from relying on personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This allows the purchasing professional or 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. It creates a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics.

For people in a buying role, this book will increase confidence and develop the ability to secure winning outcomes and better business results.

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Availability

Detail Information

Series Title

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Call Number

658.72 OBR n

Publisher

Londonxvii, : Kogan Page., 2013

Collation

xvii, 353 hlm.; 23,5 cm.

Language

English

ISBN/ISSN

978-0-7494-6771-5

Classification

658.72

Content Type

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Media Type

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Carrier Type

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Edition

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Subject(s)

Negotiation in business
Industrial Procurement
Purchasing

Specific Detail Info

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Statement of Responsibility

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Other version/related

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