O’Brien, a purchasing consultant and trainer, offers a guide and process for buyers to negotiating with suppliers. He describes types of negotiation, how it works, and the link between
negotiation and personality; the differences between sellers and buyers and why procurement professionals are at a disadvantage; a process for planning, executing, and reviewing negotiations
using the Red Sheet methodology; negotiating across cultures; the role of individual and team personalities, power, and game theory; building the concession strategy; planning the negotiation
event; specific tactics, techniques, and countermeasures; spoken and body language; and post-negotiation activities like reviewing lessons learned. This edition has new strategies for
multi-party negotiation and operating in the public sector. Annotation ©2016 Ringgold, Inc., Portland, OR (protoview.com)
