Managing Price: Negotiation Tools for Procurement Professionals

Managing Price is a must-have guide for procurement professionals involved in supplier negotiations. The multidisciplinary approach presented in this book will enable you to:

Master a proven negotiation process going from market analysis to contract completion in 4 logical steps.

Ensure fair pricing on all commodities.

Create effective strategies for supply chain cost management.

Secure the best price while retaining a great supplier relationship.

Jack Self has developed his supply chain negotiation skills to the level of an art. Strong tools and knowledge, great preparation and diversified experience are the cornerstones of his ability. Above all, he always has a plan!

• Marco Spain, V.P. Finance & I.T., Le Groupe Harnois

Jack Self’s knowledge and experience in high-stakes negotiation is remarkable. Whether you are a procurement or sales professional, Jack’s insights will be helpful and highly valuable for planning and driving your strategic negotiations. Jack’s approach to negotiation is well structured and formal but strongly grounded to practice.

• Angel Ruiz, Professor of Administration, Laval University