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