Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers

by Jonathan O'Brien

Overview

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

Product Details

ISBN-13:	9781398620964
Publisher:	Kogan Page, Ltd.
Publication date:	08/26/2025
Edition description:	4th ed.
Pages:	504
Product dimensions:	6.14(w) x 9.21(h) x 1.22(d)

About the Author

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, based in Plymouth, UK. With over 30 years of experience, he has helped equip global organizations to increase their purchasing capability through digital platforms, training, education and working directly with practitioners and executive teams. He is the author of Category Management in Purchasing, Supplier Relationship Management, The Buyer's Toolkit, and Sustainable Procurement, all published by Kogan Page.

Table of Contents

** 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

Editorial Reviews

"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

"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

"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

"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

"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

"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

"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

"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

"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

"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

"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

"I suspect it will become a classic of our profession for many years to come."

Spend Matters UK/Europe Peter Smith