O'Brien, J: Negotiation for Purchasing Professionals

Chapter - 1 -: Introducing negotiation; Chapter - 2 -: Countering the seller's advantage; Chapter - 3 -: Red Sheet - a winning process for negotiation; Chapter - 4 -: Planning the negotiation; Chapter - 5 -: Negotiating across cultures; Chapter - 6 -: Personality and negotiation; Chapter - 7 -: Power; Chapter - 8 -: Game theory in negotiation; Chapter - 9 -: Defining outcomes; Chapter - 10 -: The negotiation event; Chapter - 11 -: Winning event tactics; Chapter - 12 -: Body language; Chapter - 13 -: Managing what you say and how you say it; Chapter - 14 -: Making it a success;

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, the international purchasing consultancy and training provider. With over 20 years' experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is the author of Category Management in Purchasing and Supplier Relationship Management.

"Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. The book provides a novel, detailed and comprehensive approach to the art of negotiation in a practical, easy-to-digest format." Gerry Tominey, CPO, Associated British Foods "A great source for the strategic sourcing professional in understanding and developing the skill of negotiation. With a comprehensive planning approach and a wealth of tactics, it can help transform even the most inexperienced of individuals into highly effective negotiators and ensure money doesn't get left on the table." Bryan Fuller, Vice President Sourcing & Supplier Management, MasterCard Worldwide "This book is groundbreaking. Jonathan O'Brien is one of the world's experts in purchasing and negotiation strategy and this book presents vital information for purchasing professional's 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." Professor John Potter, CEO, John Potter Global, Chartered Psychologist and Hostage Negotiator "If you are in a buying role, Jonathan's advice will increase your confidence and transform your ability to secure winning outcomes for business results as it has for us, even when up against a formidable opponent." Joe Dudas, Vice Chair Category Management, Mayo Clinic