Negotiation for Procurement and Supply Chain Professionals
Negotiation for Procurement and Supply Chain Professionals

Author: Jonathan O'Brien

Publisher: Kogan Page Publishers

Published: 2020-08-13

Total Pages: 481

ISBN-13: 1789662591

DOWNLOAD EBOOK

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. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.

Negotiation for Purchasing Professionals
Negotiation for Purchasing Professionals

Author: Jonathan O'Brien

Publisher: Kogan Page Publishers

Published: 2013-08-03

Total Pages: 376

ISBN-13: 074946772X

DOWNLOAD EBOOK

Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying 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. Negotiation for Purchasing Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris. Negotiation for Purchasing Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

The Contract Negotiation Handbook
The Contract Negotiation Handbook

Author: Stephen Guth

Publisher: Lulu.com

Published: 2007-12-20

Total Pages: 212

ISBN-13: 1435706390

DOWNLOAD EBOOK

Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one-until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see. This book isn't a feel-good book on win-win negotiations. It's an insider's view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.

The Definitive Guide to Supply Management and Procurement
The Definitive Guide to Supply Management and Procurement

Author: Wendy Tate

Publisher: Pearson Education

Published: 2014

Total Pages: 176

ISBN-13: 0133449017

DOWNLOAD EBOOK

An authoritative guide to planning, implementing, measuring, and optimizing supply management and procurement processes, this book brings together up-to-the-minute principles, strategies, and decisions for all relevant processes, strategies, and tactics.

The Strategic Procurement Practice Guide
The Strategic Procurement Practice Guide

Author: Ulrich Weigel

Publisher: Springer

Published: 2017-06-22

Total Pages: 215

ISBN-13: 3319576518

DOWNLOAD EBOOK

This practice guide on procurement strategy brings together methods and tools used by global purchasers across different industries. The authors lay major focus on the themes of global sourcing, risk management, and the dynamic topic of negotiation strategy. The authors present their perspectives on all important questions of strategic procurement such as: how to manage a heterogeneous supplier structure across different branches and how to deal with partners from diverse cultures? How to solve procurement crisis and proactively avoid them? How does off-shore team management work and how to increase the value-add for both internal and external purchasing? These themes are discussed along with numerous practice-based cases. The authors lay an ideal ground for global purchasers to help with their strategic and operational needs, including technological topics such as e-procurement.

Procurement and Supply Chain Management PDF eBook
Procurement and Supply Chain Management PDF eBook

Author: Kenneth Lysons

Publisher: Pearson Higher Ed

Published: 2016-05-05

Total Pages: 692

ISBN-13: 1292086149

DOWNLOAD EBOOK

The full text downloaded to your computer. With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends Print 5 pages at a time Compatible for PCs and MACs No expiry (offline access will remain whilst the Bookshelf software is installed. eBooks are downloaded to your computer and accessible either offline through the VitalSource Bookshelf (available as a free download), available online and also via the iPad/Android app. When the eBook is purchased, you will receive an email with your access code. Simply go to http://bookshelf.vitalsource.com/ to download the FREE Bookshelf software. After installation, enter your access code for your eBook. Time limit The VitalSource products do not have an expiry date. You will continue to access your VitalSource products whilst you have your VitalSource Bookshelf installed.

A Practical Guide to E-auctions for Procurement
A Practical Guide to E-auctions for Procurement

Author: Jacob Gorm Larsen

Publisher: Kogan Page Publishers

Published: 2021-02-03

Total Pages: 273

ISBN-13: 1398600296

DOWNLOAD EBOOK

WINNER: 2021 Plume d'Or - Grand Prix ACA-Bruel Award. A Practical Guide to E-Auctions for Procurement provides guidance to procurement professionals on how to realize the potential of e-auctions. Now is the time to optimize your e-negotiation strategy using key insights from the author Jacob Gorm Larsen, who is responsible for one of the most successful and award-winning e-sourcing programs in the world. A Practical Guide to E-Auctions for Procurement presents a proven process for developing an e-auction and e-negotiation strategy, along with a catalogue of change management initiatives for securing buy-in internally in the organization. The different e-auction formats and benefits are explained in detail and demonstrated with practical examples, templates and advice that can be adopted by the reader. Jacob and the team at Maersk are at the forefront when it comes to developing robots that execute e-auctions from end-to-end and are kicking off a transformation that will fundamentally change how we consider e-auctions and negotiations. In addition, with learnings from more than 10,000 e-auctions globally, this is the book for those in procurement looking to implement, deliver and maintain a thriving e-auction program.

Built to Win
Built to Win

Author: Lawrence Susskind

Publisher: Harvard Business Press

Published: 2009-05-05

Total Pages: 225

ISBN-13: 1422132064

DOWNLOAD EBOOK

Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

Supplier Relationship Management
Supplier Relationship Management

Author: Jonathan O'Brien

Publisher:

Published: 2014

Total Pages: 0

ISBN-13: 9780749468064

DOWNLOAD EBOOK

The supply base represents a wealth of opportunities for any organisation, yet few organisations ever properly realise this. Supplier Relationship Management enables organisations to manage suppliers effectively and provides the means to secure real, tangible and dramatic benefits from the supply base that would not otherwise be realised. Written by Jonathan O'Brien, an award-winning author and leading practitioner with over 25 years' experience in the field, this book is the definitive guide to Supplier Relationship Management. This highly practical, 'how to' guide is a valuable tool for anyone that manages or interfaces with the supply base. The book provides a strategic and structured approach to maximising value from key and strategic suppliers, and gives focus to the direct resources at the suppliers that can make the biggest difference to the organization. It offers a complete, clear and highly operational framework for Supplier Relationship Management and seeks to provide answers to 20 key or 'pathway' questions.Supplier Relationship Management guides readers through the simultaneous orchestra of supply base segmentation, supplier relationship management, and performance management. Jonathan O'Brien offers practical advice on: managing a changing global supply base; managing internal clients in purchasing and processes; determining the right segmentation plan for the supply base; introducing performance management systems; driving supplier improvements; developing strategic collaborative relationships. Supplier Relationship Management is the ideal companion to Category Management in Purchasing and Negotiation for Purchasing Professionals. Used together, these books provide a complete and powerful strategic purchasing toolkit.

The Procurement and Supply Manager's Desk Reference
The Procurement and Supply Manager's Desk Reference

Author: Fred Sollish

Publisher: John Wiley & Sons

Published: 2007-07-20

Total Pages: 483

ISBN-13: 0470130881

DOWNLOAD EBOOK

The Procurement and Supply Manager's Desk Reference "Finally, a cohesive volume written for the worldwide profession of purchasing and supply chain management." —James D. Reeds, CPM, CFPIM, CIRM, CPCM, President, Institute for Supply Management-Silicon Valley "Great resource. This work is educational, informative, and certainly, most practical." —Peter Sterlacci, Director, Professional Development, San Jose State University "Complete with useful information-the authors are extraordinary experts in the field of supply chain management." —Michael Geraghty, MBA, President, Geraghty International, and author of Anybody Can Negotiate—Even You! Destined to become every supply manager's essential desktop tool with in-depth, authoritative coverage of each topic Leaving no stone unturned in covering all aspects of the purchasing and sourcing function, The Procurement and Supply Manager's Desk Reference is filled with everything every supply manager needs to know about the key roles and responsibilities of a procurement manager. Filled with practical aids such as checklists and customizable forms, this essential book provides an easy-to-use road map for the supply manager in the new millennium. With an eye toward incorporating proactive strategies and best practices, The Procurement and Supply Manager's Desk Reference offers detailed coverage and tips on: Procurement and Best Business Practices Sourcing Management How to select suppliers and measure performance The best way to leverage computer systems Providing value to the organization Identifying those strategies that will work best for your business for years to come