Negotiation for Procurement and Supply Chain Professionals

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 achieving noticeable results. It equips purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. This new edition evaluates how different technologies and advancements can support and optimise the negotiation process. It also contains guidance on adapting to digital communication tools and techniques.

This essential guide enables purchasing professionals or buying teams to evaluate suppliers in advance, assess sales teams, and tailor their negotiation strategies based on concession strategies, cultural influences, and game theory. Negotiation for Procurement and Supply Chain Professionals offers a robust framework for discussion before meetings, allowing negotiators to plan their agenda, objectives, and tactics. Based on the Red Sheet® Methodology, this book presents a proven and collaborative technique used by companies worldwide.