O'Brien, J: Negotiation for Purchasing Professionals

"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 "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 "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