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Negotiation for Procurement and Supply Chain Professionals

Jonathan O'Brien
€67.99
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A01=Jonathan O'Brien
advanced negotiation planning
AI in negotiation
Author_Jonathan O'Brien
BSc procurement textbook
Category=KJMV8
collaborative negotiation planning
commercial conversation skills
commercial deal negotiation
commercial negotiation strategies
complex negotiation tactics
cultural influences in negotiation
digital negotiation tools
effective negotiation strategy
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
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supply management negotiation

Product details

  • ISBN 9781398620964
  • Weight: 724g
  • Dimensions: 156 x 234mm
  • Publication Date: 03 Aug 2025
  • Publisher: Kogan Page Ltd
  • Publication City/Country: GB
  • Product Form: Paperback
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Description

How can procurement leaders secure stronger outcomes from negotiations?

Negotiation for Procurement and Supply Chain Professionals by Jonathan O'Brien is a practical guide for senior procurement and supply chain professionals who need to plan, lead and deliver high-value negotiations in complex and competitive environments.

Built around the globally recognized Red Sheet® Methodology, this book offers a structured, proven framework for securing better deals, aligning teams and navigating commercial conversations with clarity and control.

Now updated with new content on remote negotiation, cultural influences and the role of AI, it enables professionals to:

- Develop detailed, adaptable negotiation plans with clear tactics and objectives
- Assess supplier positions, sales tactics and cultural dynamics
- Use digital tools and AI to support data-led negotiation strategies
- Lead collaborative planning and alignment across procurement teams

With techniques trusted by global organizations, this book equips leaders to negotiate with confidence, manage risk and deliver measurable commercial value.

Turn negotiation into a strategic advantage for procurement and supply chain success.

Themes: procurement negotiation, supplier strategy, Red Sheet Methodology, remote negotiation, AI in negotiation, commercial leadership
About Jonathan O'Brien
Jonathan O'Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 30 years of experience, he has helped equip global organizations to increase their purchasing capability through digital platforms, training, education and working directly with practitioners and executive teams. He is the author of Category Management in Purchasing, Supplier Relationship Management, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

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