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

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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.


On Time, In Full

On Time, In Full

Author: Timothy McLean

Publisher: CRC Press

Published: 2017-04-21

Total Pages: 221

ISBN-13: 1351650130

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"On Time-In Full" is an important work. Tim McLean provides an easy to follow practical approach to building a highly performing supply chain" -Drew Locher, Shingo Prize Winning Author and Lean Thinker The most fundamental requirement for a manufacturing or distribution business is to deliver to customers what they want, in the quantity they want, when they want it. It doesn’t matter how good your product is, how much the customer likes your salesperson, how slick your marketing campaign is: If your customers can’t get what they want when they want it, they will get it elsewhere, and your business will be in serious trouble. On Time in Full: Achieving Perfect Delivery with Lean Thinking in Purchasing, Supply Chain and Production Planning is a step-by-step practical guide to designing a Lean Supply Chain that will deliver what your customers need, when they need it, every time. Timothy McLean shares his three decades of Lean supply chain experience -- In simple straightforward language, he explores the reasons why supply chains fail to deliver and what you can do about it. On Time In Full includes practical guidance for tackling the big issues affecting supply chains including: How to understand your extended supply chain with a value stream map The role of forecasting in your supply chain and how to get a meaningful forecast Calculating the right level of inventory for your business Scheduling daily production to meet demand Managing suppliers and your supply chain at home and internationally Selecting and making the best use out of an ERP system Designing an efficient distribution network The book is full of practical case studies and examples as well as references for further study. On Time, In Full is the complete guide to setting up a supply chain that works.


Effective Negotiation

Effective Negotiation

Author: Ray Fells

Publisher: Cambridge University Press

Published: 2009-11-16

Total Pages: 248

ISBN-13: 1139482467

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Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.


Cost Reduction and Control Best Practices

Cost Reduction and Control Best Practices

Author: Institute of Management and Administration (IOMA)

Publisher: John Wiley & Sons

Published: 2012-07-03

Total Pages: 461

ISBN-13: 1118429028

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Cost Reduction and Control Best Practices provides financial manages with no-nonsense, balanced, and practical strategies that are being targeted and used nationwide for controlling costs by thousands of companies in areas such as human resources, compensation, benefits, purchasing, outsourcing, use of consultants, taxes, and exports. These best practices are based on the trenches experience, research, proprietary databases, and consultants from the Institute of Management and Administration (IOMA) and other leading experts in their fields. * Provides best practices and techniques for controlling costs within a company * New chapters focus on outsourcing costs, downsizing, consultants' costs, and business tax costs * Provides the latest strategies companies re using to control costs


Purchasing and Supply Chain Management

Purchasing and Supply Chain Management

Author: W. C. Benton, Jr.

Publisher: SAGE Publications

Published: 2020-09-10

Total Pages: 542

ISBN-13: 1071804766

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Purchasing and Supply Chain Management introduces students to purchasing as it relates to the supply chain and other functions and systems within an organization, such as marketing, logistics, and operations. Author W. C. Benton, Jr. draws from more than 30 years of practice, instruction, research, and consulting experience to teach students proactive collaboration, negotiation, and analytics. Through a step-by-step approach, readers will gain data-driven purchasing skills crucial for the next generation of professionals. The Fourth Edition is fully updated with new real-world cases, the latest research, and current coverage of key trends in the field. Included with this title: The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.


Occupational Outlook Handbook 2010-2011 (Paperback)

Occupational Outlook Handbook 2010-2011 (Paperback)

Author: Labor Dept. (U.S.), Bureau of Labor Statistics

Publisher: Bureau of Labor Statistics

Published: 2010

Total Pages: 900

ISBN-13: 9780160843174

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An important resource for employers, career counselors, and job seekers, this handbook contains current information on today's occupations and future hiring trends, and features detailed descriptions of more than 250 occupations. Find out what occupations entail their working conditions, the training and education needed for these positions, their earnings, and their advancement potential. Also includes summary information on 116 additional occupations.


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

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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.


Built to Win

Built to Win

Author: Lawrence Susskind

Publisher: Harvard Business Press

Published: 2009-05-05

Total Pages: 225

ISBN-13: 1422132064

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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.


Occupational Outlook Handbook, 2002-2003

Occupational Outlook Handbook, 2002-2003

Author: United States. Department of Labor

Publisher: JIST Works

Published: 2002

Total Pages: 660

ISBN-13: 9781563708503

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This book is an up-to-date resource for career information, giving details on all major jobs in the United States.