Purchase Negotiations - Prepare To Win - An Analytical Approach Now!
To Purchase Click Here For Link To My Author's Page At Publisher's Website.
Free Excerpt & Table of Contents
Click here to receive your free excerpt and to review the table of contents.
Outstanding Reviews Are Already Coming In:
A well-conceived, well organized clearly written analytical approach to negotiations in the purchasing process. Greg Taylor has organized and written in a logical, quantifiable, understandable, manner a complex topic by providing techniques, strategies, and real world examples, based on years of experience in successful materials management, supplier management, and purchasing. A must read for improving your negotiating skills and successfully implementing cost reduction programs.
Donald E. Kieso, Ph.D., C.P.A. KPMG Emeritus Professor of Accounting Northern Illinois University
"It was especially engaging …. I also couldn’t help but recognize that you used the techniques in the book on me/Tark…very well I might add!" "salespeople could benefit from the tools in the book by turning them 180 degrees"
John Basnett Former VP, Tark Inc.
I enjoyed reading the book, it is a great book for supply management practitioners. Any practitioner who is venturing into significant Supplier Negotiations needs this kind of guide book based on experience and results. The book is easy to understand and the processes shared are straightforward to implement in practice.
Shail Godambe, PhD. Instructor Operations Management and Information Systems Northern Illinois University
Former Senior Vice President of Integrated Supply Motorola
Our Approach
Book Description and Approach
Most books on Business Negotiations are dealing with the subject matters of mindset, persuasion, and brainstorming as methods to approach a negotiation. In contrast, Negotiations – Prepare to Win – an Analytical Approach provides a negotiation template – one that has a proven track record. This book starts with building a foundation for success and ends with how to implement a self-sustaining cost reduction system. In between, the book outlines comprehensive techniques on how to identify and quantify leverage points, and provides a process for conducting successful negotiations.
A huge hidden profit opportunity for businesses is better negotiated purchase prices for their raw materials, services, and components. This opportunity is hidden because a company and people don’t know what they don’t know. How should a large reduction in raw material cost change the price of your purchased components? What is the impact of your changing purchase volume on the vendor’s manufacturing costs? This book provides a process for organizations to calculate the savings they are leaving on the table, then how to take that knowledge and effectively negotiate cost reductions. The author has packed a lot of useful knowledge into this well-organized small book.
Unique Contribution to the Study of Negotiations
Gregory Taylor’s unique contribution to the study of Negotiation is how he builds upon the useful concept of the “trading zone” that Lawrence Susskind introduced in his book Good For You Great For Me. Given different business climates, purchase volumes, cost of materials, exchange rates, etc., what is a reasonable negotiation result expectation? The author shows the reader how to analyze multiple variables to determine what the trading zone values should be, and then how to incorporate the findings into his effective process, leading to outstanding results.
Author Bio
Gregory Taylor, CPIM, is a retired Materials Manager from Philips Healthcare. Gregory worked at Philips in materials management, supplier management, and purchasing. He is an accomplished 20-year veteran of domestic and international business negotiations, and has over 30 years experience working in manufacturing. He has presented at APICS international conferences on supplier management topics. He has also presented numerous times at local professional development meetings and in university classrooms on materials management and purchasing subjects. He has been previously published in APICS Magazine, Remanufacturing Quarterly, and The Best of Remanufacturing Articles Book.