An essential text to help deliver winning negotiations across your supply base: 3rd edition by Jonathan O’Brien

Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers

Published by Kogan Page on 13 August 2020
Paperback, £49.99/$65.95

Highly effective negotiation skills are an essential element of a purchasing and supply chain professional’s toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation.

Based upon the Red Sheet methodology and setting out a proven collaborative technique used by many companies globally, this new edition includes how to succeed with multi-party and supply chain negotiations, what we need to do to adapt our negotiation approaches in the ‘new normal’ post COVID-19, as well as the negotiation capability we will need into the future.

Professor John Potter, CEO, John Potter Global, Chartered Psychologist and Hostage Negotiator commended the book saying, “This book is ground-breaking, Jonathan O’Brien is one of the world’s experts in purchasing and negotiation strategy and this book presents vital information for purchasing professionals 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.”

For more information about the book, visit the Kogan Page website here.


– Ends –

Notes to editor

About Positive Purchasing Ltd:
Founded in 2003, Positive Purchasing are industry leaders in driving procurement transformation across the globe. Combining expert training and tools with effective programs and methods, we help organizations deliver a dramatic improvement in their strategic procurement and negotiation outcomes. The result is lower costs, reduced risk, and ultimately, a performance boost and increased business profitability. Each of our Category Management, Supplier Relationship Management or Buyer’s Toolkit – 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 Procurement Transformation, 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 a pioneer of the original Red Sheet® negotiation methodology. With over 30 years of experience working in purchasing, he has worked all over the world to help global organizations increase their negotiation and purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of negotiation and other strategic purchasing methodologies. He is also author of Supplier Relationship Management, now in its second edition, The Buyer’s Toolkit and Category Management in Purchasing, now in its fourth edition, 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: /
Twitter: @Pos_Purchasing / @Red_Sheet
Facebook: /PositivePurchasing / redsheetnegotiation
LinkedIn: positive-purchasing / redsheetnegotiation

For a digital or printed review copy of Negotiation for Procurement and Supply Chain Professionals or for further information, images or interviews with Jonathan O’Brien, please contact Melanie Babbage on +44 (0) 33 00 94 0000 or