Negotiation for Procurement and Supply Chain Professionals
A Proven Approach for Negotiations with Suppliers
Format:Paperback
Publisher:Kogan Page Ltd
Published:3rd Aug '25
Should be back in stock very soon
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
"Jonathan O'Brien has spent two decades giving us all the intellectual architecture to build thriving procurement capabilities. This edition is another step up. Well done!" * Guy Strafford, Chairman, OneSupplyPlanet *
"This is the definitive book for procurement negotiation built on a well-known and trusted process. In this edition, Jonathan O'Brien has managed to show how negotiation is changing and provides practical guidance for remote negotiation and how making AI part of the team can secure better outcomes." * Philip Ideson, Managing Director, Art of Procurement *
"This book is the essential text for anyone planning, conducting or even thinking about negotiation. An invaluable resource for students and practitioners alike, it is a must for your bookshelf." * David Adkins, Lecturer in Procurement and Supply Chain Management, Plymouth Business School *
"A well-crafted and insightful book that addresses the complex nature of negotiation with clarity and rigor, making it a valuable resource for both professionals and researchers." * Camilla Borsani, PhD candidate, School of Management, Politecnico di Milano *
"A comprehensive, compelling and multi-angle book on negotiation for emerging, developed and advanced practitioners alike. This is a benchmark text leaders can use to cement a common language and methodology within teams." * Kathleen Harmeston, Procurement and Supply Chain C-Suite Advisor & Founder, Inflection Ltd *
"Red Sheet® is the gold standard for practical, real-world negotiation training. Jonathan O'Brien's newest book is a practitioner's handbook that makes Red Sheet® easy to understand and brings it to life with a wealth of examples." * Erik Stavrand, Partner, SEAK LLC *
"This strategic guide arms procurement professionals with tools and proven tactics to outmanoeuvre sellers and drive value in every deal. In a world shaped by AI, it's the ultimate playbook for confident, future-ready deal-making." * Kristina Andric, Director Sustainability Strategic Planning & Excellence, Tetra Pak *
ISBN: 9781398620964
Dimensions: 234mm x 156mm x 31mm
Weight: 724g
504 pages
4th Revised edition