Negotiation for procurement and supply chain professionals : a proven approach for negotiations with suppliers /: a proven approach for negotiations with suppliers. (2020)

• Record Type: Book
• Further Information: Note: Jonathan O'Brien.
• Authors: O'Brien, Jonathan, 1967-
• Contents: <ul style='padding-top:0;padding-left:0;list-style:none;'><ul style='padding-top:0;list-style:none;'>Chapter - 01: Introducing negotiation; Chapter - 02: Countering the seller advantage; Chapter - 03: Red sheet; Chapter - 04: Planning the negotiation; Chapter - 05: Negotiation across cultures; Chapter - 06: Personality and negotiation; Chapter - 07: Power; Chapter - 08: Game theory; Chapter - 09: Building the concession strategy; 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: Post-negotiation activities; Chapter - 15: Negotiation as a key enabler for success; Chapter - 16: Appendix - The Red Sheet negotiation templates
• Edition: Third edition
• Publisher Details: London : KoganPage
• Publication Date: 2020
• Extent: 1 online resource
• Subjects: 658.72; Purchasing; Negotiation in business
• Languages: English
• ISBNs: 9781789662597
• Related ISBNs: 9781789662603; 9781789662580
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.