Negotiation for Procurement and Supply Chain Professionals, now in its 4th edition, is a step-by-step approach to delivering winning negotiations with tools and tactics for purchasing and supply chain professionals.
Author Jonathan O’Brien with 30 years of experience, has helped equip global organizations to increase their purchasing capability through digital platforms, training, education and working directly with practitioners and executive teams. In this new edition, published by Kogan Page, it provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation.
The new edition provides a strong framework for discussion and alignment in advance of the meeting, allowing the negotiator to plan their approach, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by companies globally. The new edition also includes information on how AI is changing our negotiations and how we need to adapt our negotiation approach, as well as how to negotiate remotely effectively.
Use code ‘WEB4NSC25’ for a 25% discount when purchased via Kogan Page. You can purchase your copy here.
What The Experts Say
Guy Strafford, Chairman of OneSupplyPlanet:
“A comprehensive, compelling and multi-angle book on negotiation for emerging, developed and advanced practitioners alike. This is a benchmark text leaders can use to cement a common language and methodology within teams.”
Kathleen Harmeston, Procurement and Supply Chain C-Suite Advisor & Founder, Inflection Ltd:
“This is the definitive book for procurement negotiation built on a well-known and trusted process. In this edition, Jonathan O’Brien has managed to show how negotiation is changing and provides practical guidance for remote negotiation and how making AI part of the team can secure better outcomes.”
Philip Ideson, Managing Director, Art of Procurement:
“A well-crafted and insightful book that addresses the complex nature of negotiation with clarity and rigor, making it a valuable resource for both professionals and researchers.”
Camilla Borsani, PhD candidate, School of Management, Politecnico di Milano:
“Red Sheet® is the gold standard for practical, real-world negotiation training. Jonathan O’Brien’s newest book is a practitioner’s handbook that makes Red Sheet® easy to understand and brings it to life with a wealth of examples.”
Erik Stavrand, Partner, SEAK LLC:
“This book is the essential text for anyone planning, conducting or even thinking about negotiation. An invaluable resource for students and practitioners alike, it is a must for your bookshelf.”
Dr David Adkins, Lecturer in Procurement and Supply Chain Management, Plymouth Business School:
“This book is the essential text for anyone planning, conducting or even thinking about negotiation. An invaluable resource for students and practitioners alike, it is a must for your bookshelf.”
– Ends –
Notes to editor
About Positive Ltd:
Founded in 2003, Positive are industry leaders in driving procurement transformation across the globe. Our digital platforms incorporate the latest generation of strategic procurement and negotiation workflow with complete procurement programs and tools. Supported by live, online, instructor-led training, and specialist coaching, we help organizations deliver a dramatic improvement in business outcomes. The result is lower costs, reduced risk, and ultimately, a performance boost and increased competitive advantage. Each of our Category Management, Supplier Relationship Management, Buyer’s Toolkit or Sustainable Procurement – and specialist Negotiation – programs is built on a unique best practice methodology supported by high-impact learning and development. Available individually or as part of a complete managed Procurement Transformation project, our programs have been implemented successfully in FTSE 100 and Fortune 500 companies spanning multiple industry sectors worldwide.
About the author:
Jonathan O’Brien is the CEO of Positive Purchasing Ltd, the international procurement and negotiation consultancy and training provider, and is based in Plymouth, UK. With over 30 years of experience in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through online and classroom training, education and working directly with practitioners and executive teams to drive the adoption of supplier relationship management and other strategic purchasing methodologies. He is also the author of Category Management in Purchasing, now in its 5th edition, Supplier Relationship Management, now in its 3rd edition, the award-winning title, The Buyer’s Toolkit, and Sustainable Procurement, all published by Kogan Page.
About Kogan Page:
Kogan Page is the leading independent global publisher of business books and content with over 1000 titles in print. Founded in 1967, its award-winning work offers books and digital solutions for professional practice and academic achievement. Its expert authors come from the most prestigious academic institutions, international commercial organizations and professional associations, delivering high-level, accessible and professional content in key subject areas relating to business and management. Kogan Page has offices in London, New York and New Delhi.
Contact details:
Website: positivepurchasing.com/ redsheetnegotiation.com
LinkedIn: positive-purchasing / redsheetnegotiation
For further information, images or interviews with Jonathan O’Brien, please contact Melanie Babbage on +44 (0) 3300 94 0000 or melanie.babbage@positivepurchasing.com.