Second Edition of ‘Negotiation for Procurement Professionals’ Released

The highly acclaimed ‘Negotiation for Procurement Professionals’, published by Kogan Page, has been rigorously updated to include the latest insight and negotiation knowledge from award winning author Jonathan O’Brien.

Drawing upon his 25 years’ experience working as a world renowned leading authority and practitioner in procurement and negotiation, the second edition features new sections including:

  • Using Day One Analysis to determine value and relationship objectives
  • Knowing what the ‘final price’ should be
  • The four phases of negotiation
  • More winning techniques for great outcomes
  • Negotiation in the public sector

Jonathan O’Brien, CEO of Positive Purchasing and founder of the Red Sheet® Negotiation tool, said: “It was important to update the existing book to reflect the changing global environment and include the latest insights and knowledge gleaned from negotiating and working in the procurement industry to transform capability worldwide.

“This new edition has not only been updated throughout with new sections, but now equips negotiators with a repertoire of 100 indispensable tactics and techniques as well as new strategies for multi-party negotiation and operating in the public sector.”

‘Negotiation for Procurement Professionals’ provides a step-by-step planning approach and the tools required to deliver winning negotiations with game-changing business results.

The book bases its comprehensive revisions on the globally recognized and proven Red Sheet Methodology. The structured approach puts the buyer in control by providing a strong framework for discussion in advance of the meeting, allowing each procurement professional or team to evaluate the supplier, assess the sales team and tailor their negotiation strategy according to cultural differences, personality traits and game theory.

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