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Negotiation for Purchasing Professionals: A Proven Approach that Puts the Buyer in Control
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Review
"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)"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)"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)"I suspect it will become a classic of our profession for many years to come." (Peter Smith, Spend Matters UK/Europe)
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About the Author
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.
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Product details
Hardcover: 376 pages
Publisher: Kogan Page; 1 edition (January 3, 2015)
Language: English
ISBN-10: 0749476133
ISBN-13: 978-0749476137
Product Dimensions:
6.1 x 1 x 9.2 inches
Shipping Weight: 1.6 pounds
Average Customer Review:
4.1 out of 5 stars
6 customer reviews
Amazon Best Sellers Rank:
#14,115,438 in Books (See Top 100 in Books)
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I had high hopes of this (expensive) paperback, since there are very few (if any) contemporary books dedicated to negotiation from the buyers' perspective. Alas, this book disappointed me on many (all) fronts.1. This book provides an OK review of negotiation, but very bland and far from comprehensive or cohesive. It is a messy hodge-podge of topics and issues. While the Red Sheet methodology and its 4 sections (S.T.E.P.) provide some unifying framework, the book would certainly benefit from a critical editor and his/her Red Ink methodology!However, there are very few practical and specific issues that directly relate to purchasing and procurement functions. Therefore the title is misleading. Seasoned professionals such as myself will find nothing of interest here, while young purchasing professionals will be overwhelmed by 350 or so pages and a myriad of steps and "models".2. There are 6 framed practical examples in boxes (presumable important). Of those only half are purchasing examples (pages 206, 298 and 304), the other three have nothing to do with purchasing (pages 159, 162, 165)3. Important topics of interest to most purchasing professionals, such as negotiating simultaneously with multiple suppliers or local agents, sole-source and single-source negotiations are not covered at all (at least I could not find them in the book).4. The style is dry and uninspiring. It reads like a textbook, academic style is used, such as 'Karrass (1996) states "in life you don get what you deserve, ..."')as if Karrass' book is a seminal work! I had to force myself to keep reading.5. The structure of the book (and by that I mean the order of the chapters) is weird and methodologically unsound. Things just don't follow a they should and there is no flow between chapters. For instance, "Defining outcomes", in other words deciding what you want and setting your negotiating goals (one of the first things you need to do in every negotiation) is the title of Chapter 9. The preceding is chapter 8, titled "Game theory in negotiation". "Negotiating across cultures" is chapter 5, followed by the chapter called "Power".6. There is a plethora of doubtful "models", all given strange acronyms, some that mean nothing (RACI, RAQSCI), others that are easy to remember (SOAP, ACE, STEP, COW) but there is so many of them that it starts getting blurred after a while.In conclusion, I wasted $50 or so, should be able to claim it on tax as a legitimate business expense, although it is anything but.
Negotiation for Purchasing Professionals is the second book by Jonathan O’Brien that we have reviewed. Earlier this year we reviewed Category Management in Purchasing. While each of the books has a different focus, they have more in common than just an intended audience. The most striking similarity is a clear desire to improve the knowledge and capabilities of purchasing professionals by capturing O’Brien’s considerable experience and communicating it in a straightforward manner.While some of O’Brien’s recommendations will be familiar to anyone who has read other titles on negotiation, he manages to include surprising bits of good humor throughout, including advice on preparing to buy a nuclear submarine, and how to handle it when you are trying to get a tribal mask onto an airline (after having happily overpaid for it).There is a wise emphasis on preparation, self-awareness, and the reality of a situation versus collaborative altruism. In other words, sometimes a win-win negotiation is not required – just slice the proverbial ‘pie’ and move on. Even in win-win negotiations, sometimes a win is not so great as a WIN.In the preface, the author states: “This is a practical book for anyone who buys and wants to negotiate more effectively with suppliers.†(xiv) The idea of striving for an ‘effective’ negotiation is a good reminder that as nerve racking as they can be, they are necessary for the management of supply.For all the opportunities anyone can have to improve their negotiation skills, the best may be experiencing what an effective negotiation looks and feels like. This point speaks to O’Brien’s differentiation between negotiation skills and negotiation knowledge. Personality has an undeniable role in negotiation, as it determines how we are likely to approach a situation. The same is not true of identity, which can be assumed easier than personality can be changed. An identity is more closely linked to our behavior. As we may find ourselves called to play a deliberate role in a negotiation, we can assume a ‘negotionality’, or way of acting specific to a negotiation. (103)I particularly appreciated the sales perspective O’Brien included in the book, as the focus of chapter 2 and then running as a current throughout. The chapter on body language, complete with pictures, provides wonderful illustrations as to how purchasing professionals can read and use unspoken cues in a negotiation.The other considerable asset of the book are the Red Sheet ® negotiation templates (available in the book and for download from Positive Purchasing). This framework and methodology can be used to support professionals through the entire negotiation process.-- Kelly Barner, Buyers Meeting Point
This is a user-friendly guide to negotiation that, although employing catchy acronyms, places these firmly in context, using a theoretical base supported by experience from the field.I was interested in whether the author is a training specialist or a procurement professional, and on finding out more I was pleased to discover that he has an important body of work in both, as well as being an author.Having spent 15 years in procurement and now working abroad and in two languages and across cultures, I was particularly interested in reading the section that pertains to cross-cultural negotiation. There are numerous methodologies, laid out step-to-step, which is invaluable in the field, where purely understanding the theories isn't enough, one has to be able to apply them, at times under pressure. Having said that, a key theme in the book is good preparation.This work contains a number of alternative (or complementary) models. It is aimed at those who are already practising in the field, for whom it is a rich resource. A must-read for those who need to apply purchasing theory across different domains, or as a resource for an in-office team library.
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