{"product_id":"9780749467715","title":"Negotiation for Purchasing Professionals: A Proven Approach That Puts the Buyer in Control","description":"\u003cp\u003eHighly effective negotiation skills are an essential element of a purchasing professional's toolkit. \u003ci\u003e\u003cb\u003eNegotiation for Purchasing Professionals \u003c\/b\u003e\u003c\/i\u003eprovides 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. \u003c\/p\u003e\u003cp\u003eJonathan 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. \u003ci\u003e\u003cb\u003eNegotiation for Purchasing Professionals\u003c\/b\u003e\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eIf you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eNegotiation for Purchasing Professionals\u003c\/i\u003e\u003c\/b\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003ci\u003e\u003cb\u003eNegotiation for Purchasing Professionals\u003c\/b\u003e \u003c\/i\u003eis the perfect companion to Jonathan O'Brien's other books \u003ci\u003eCategory Management in Purchasing\u003c\/i\u003e and \u003ci\u003eSupplier Relationship Management. \u003c\/i\u003eUsed together, they provide a complete and powerful strategic purchasing toolkit.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e","brand":"Kogan Page, Ltd","offers":[{"title":"Default Title","offer_id":47028437450992,"sku":"9780749467715","price":44.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780749467715_p0.jpg?v=1763641972","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780749467715","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}