Jonathan O'Brien – författare

Förhandling är en grundläggande beståndsdel i arbetet som inköpare. Att kunna förhandla effektivt och vinnande är därför ett oumbärligt redskap i inköparens verktygslåda. Den här boken presenterar en stegvis metod som ger de nödvändiga redskapen och taktikerna för en genomtänkt och effektiv förhandling. Jonathan O’Brien flyttar fokus från en förhandling baserad på personliga egenskaper till en strukturerad metod som gör det möjligt för alla att förhandla effektivt, även om ”motståndaren” är en erkänt skicklig förhandlare.Metoden ger inköparen eller inköpsteamet möjlighet att:• utvärdera leverantörer• bedöma deras försäljningsteam• skräddarsy en förhandlingsstrategi baserad på kulturella skillnader, personlighet och spelteori• bygga upp självförtroende och kunskap för att genomföra vinnande förhandlingar och goda affärsuppgörelser.Förhandling för inköpare – en beprövad metod baseras på Red Sheet© Methodology, en beprövad och samarbetsbaserad teknik som används av många företag världen över. Boken utgör tillsammans med Category management för inköp och Supplier relationship management en komplett och kraftfull verktygslåda för den moderna inköparen.

In order to buy well it is important to understand a few basic principles and apply a series of tools and approaches in given situations. The Buyer's Toolkit distills all the best practice tools for professional buying and negotiating into a simple, jargon-free framework that can be picked up and applied by anyone who buys. The book seeks to transform how individuals view and practise buying so they know when to influence a situation and what to do to buy well. The Buyer's Toolkit has a simple chapter layout, contains graphics and models, and a simple flow of tools through the book with an overarching framework, that glues them together. Covering different buying scenarios, understanding and defining the requirements, choosing the right deal and supplier, negotiation, managing the contract and the suppliers, fixing problems and sustainable buying, this comprehensive guide will help you boost your advantage as a buyer.

Benefit from a complete overview and step-by-step guide to the tools, techniques and application of category management.

Effective supplier relationship management enables organizations to unlock value from their supply base and reap tangible benefits. With practical tips and a proven approach, this is the guide to understanding how to maximize the potential of suppliers to gain a competitive advantage, get more innovation and drive sustainability.Supplier Relationship Management explains the importance of ongoing supplier management, how to measure and improve their performance, and for the critical few that can make a dramatic difference to our organization, drive in and future-proof strategic collaborative relationships. The Orchestra of SRM® framework, coupled with expert tips, tools and resources, delivers clear guidance on how to design an effective supplier relationship management program, with maximum return on time and investment. Written by leading procurement expert, Jonathan O'Brien, this third edition offers new content on how to adapt to the huge changes we have seen across supply bases in recent years, and the new risks and challenges organizations face in managing key suppliers. It includes new information on driving sustainability, the future of the supply base, and how to secure more innovation from our suppliers. Supplier segmentation is outlined in more detail and there is new information on how companies are managing supply chains, and the impacts of this in practice. A practical guide to unlock the new value from your key suppliers in a changing world.

Effective supplier relationship management enables organizations to unlock value from their supply base and reap tangible benefits. With practical tips and a proven approach, this is the guide to understanding how to maximize the potential of suppliers to gain a competitive advantage, get more innovation and drive sustainability.Supplier Relationship Management explains the importance of ongoing supplier management, how to measure and improve their performance, and for the critical few that can make a dramatic difference to our organization, drive in and future-proof strategic collaborative relationships. The Orchestra of SRM® framework, coupled with expert tips, tools and resources, delivers clear guidance on how to design an effective supplier relationship management program, with maximum return on time and investment. Written by leading procurement expert, Jonathan O'Brien, this third edition offers new content on how to adapt to the huge changes we have seen across supply bases in recent years, and the new risks and challenges organizations face in managing key suppliers. It includes new information on driving sustainability, the future of the supply base, and how to secure more innovation from our suppliers. Supplier segmentation is outlined in more detail and there is new information on how companies are managing supply chains, and the impacts of this in practice. A practical guide to unlock the new value from your key suppliers in a changing world.

The business case for sustainability is clear and organizations are responding to the imperative to act. But with 50-70% of the change needed involving the supply base, procurement and supply chain functions are critical to success.Sustainable Procurement explains how procurement and supply chain professionals can develop existing best practice approaches to make supply side sustainability a reality. Based around the OMEIA® Sustainable Procurement process, this book provides a step-by-step and highly practical methodology that embeds sustainable procurement into existing proven procurement approaches. It also provides crucial new tools that equip and enable those in this field to drive highly effective supply-side sustainability. By exploring the current landscape and the business case for sustainability, Sustainable Procurement makes sense of how we can translate good ambition into prioritised grass roots level change. Guidance is offered on how procurement can help redefine what an organisation does based upon what needs to change in its supply base. There are extensive resources to help determine hot spot risk areas, assess suppliers, and determine and prioritise where to direct our precious resources. It also provides new models for 'sustainable value engineering' to help organisations transform what and how they buy. Written by leading procurement expert and best-selling author, Jonathan O'Brien, this practical guide outlines how to establish sustainable procurement as a key strategic enabler to reduce supply-side risk and drive action to respond to detrimental impacts in the supply base.

The business case for sustainability is clear and organizations are responding to the imperative to act. But with 50-70% of the change needed involving the supply base, procurement and supply chain functions are critical to success.Sustainable Procurement explains how procurement and supply chain professionals can develop existing best practice approaches to make supply side sustainability a reality. Based around the OMEIA® Sustainable Procurement process, this book provides a step-by-step and highly practical methodology that embeds sustainable procurement into existing proven procurement approaches. It also provides crucial new tools that equip and enable those in this field to drive highly effective supply-side sustainability. By exploring the current landscape and the business case for sustainability, Sustainable Procurement makes sense of how we can translate good ambition into prioritised grass roots level change. Guidance is offered on how procurement can help redefine what an organisation does based upon what needs to change in its supply base. There are extensive resources to help determine hot spot risk areas, assess suppliers, and determine and prioritise where to direct our precious resources. It also provides new models for 'sustainable value engineering' to help organisations transform what and how they buy. Written by leading procurement expert and best-selling author, Jonathan O'Brien, this practical guide outlines how to establish sustainable procurement as a key strategic enabler to reduce supply-side risk and drive action to respond to detrimental impacts in the supply base.

Approach purchasing and procurement strategically, effectively and sustainably, with this comprehensive and practical guide to category management.Category Management in Purchasing equips those working in procurement with the tools they need to ensure effective procurement in an ever changing landscape. Combining practical advice and theory, this essential resource is crucial for developing successful purchasing strategies. Covering new technology-driven approaches to category management, this new edition outlines digital transformations and technological advancements, from digital sourcing platforms to new tools and systems.This edition also provides readers with the knowledge to approach complex sourcing situations not only effectively, but also sustainably. Including new guidance on how organizations and businesses can implement sustainability into their procurement strategies, Jonathan O'Brien recontextualizes category management in a time when responsible sourcing is more important than ever. This highly regarded and essential text provides what everyone in procurement needs when striving to make category management a reality.

Approach purchasing and procurement strategically, effectively and sustainably, with this comprehensive and practical guide to category management.Category Management in Purchasing equips those working in procurement with the tools they need to ensure effective procurement in an ever changing landscape. Combining practical advice and theory, this essential resource is crucial for developing successful purchasing strategies. Covering new technology-driven approaches to category management, this new edition outlines digital transformations and technological advancements, from digital sourcing platforms to new tools and systems.This edition also provides readers with the knowledge to approach complex sourcing situations not only effectively, but also sustainably. Including new guidance on how organizations and businesses can implement sustainability into their procurement strategies, Jonathan O'Brien recontextualizes category management in a time when responsible sourcing is more important than ever. This highly regarded and essential text provides what everyone in procurement needs when striving to make category management a reality.

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

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

Drive sustainability through procurement with clarity, control and measurable results. Sustainable Procurement is a practical guide for Procurement Directors, Chief Procurement Officers, supply chain leaders and sustainability heads responsible for embedding sustainability into core purchasing and supplier management processes. Written by leading procurement expert Jonathan O'Brien, this updated edition provides a clear, actionable methodology for integrating sustainability into established procurement frameworks. Built around the proven OMEIA® Sustainable Procurement process, it shows leaders how to translate ambitious sustainability goals into practical actions that reshape supplier relationships, reduce risk and drive organizational value. You'll learn how to: - Assess environmental and social impact across the supply base - Identify hot spot risk areas and prioritize high-impact interventions - Apply satellite data, analytics and AI to strengthen supply chain visibility - Embed sustainability criteria into sourcing, evaluation and supplier development- Measure performance and communicate results across the organization With real-world examples and strategic guidance, Sustainable Procurement equips senior professionals to lead change, build responsible supply chains and deliver long-term commercial and sustainability outcomes. Themes: sustainable procurement, ESG strategy, supplier assessment, risk prioritization, supply chain transparency, responsible sourcing

Drive sustainability through procurement with clarity, control and measurable results. Sustainable Procurement is a practical guide for Procurement Directors, Chief Procurement Officers, supply chain leaders and sustainability heads responsible for embedding sustainability into core purchasing and supplier management processes. Written by leading procurement expert Jonathan O'Brien, this updated edition provides a clear, actionable methodology for integrating sustainability into established procurement frameworks. Built around the proven OMEIA® Sustainable Procurement process, it shows leaders how to translate ambitious sustainability goals into practical actions that reshape supplier relationships, reduce risk and drive organizational value. You'll learn how to: - Assess environmental and social impact across the supply base - Identify hot spot risk areas and prioritize high-impact interventions - Apply satellite data, analytics and AI to strengthen supply chain visibility - Embed sustainability criteria into sourcing, evaluation and supplier development- Measure performance and communicate results across the organization With real-world examples and strategic guidance, Sustainable Procurement equips senior professionals to lead change, build responsible supply chains and deliver long-term commercial and sustainability outcomes. Themes: sustainable procurement, ESG strategy, supplier assessment, risk prioritization, supply chain transparency, responsible sourcing

Good luck in the year ahead. You're all going to need it.Horrorscopes* will tell you everything you need to know about what will happen to you in the year ahead, and we can reveal now, it's not all good news. In fact, none of it is. The moral? Blame it on the planets - let's face it, Saturn's a bastard.This hilarious, tongue-in-cheek and detailed weekly guide to next year is interspersed with celebrity readings - find out what will be the hardest challenge David Cameron will face next year (hint: it involves Game of Thrones) and what embarrassing social faux pas will befall Harry Styles - and is packed full of other fun extras, including when to play and not play Monopoly (not June) and those all-important lottery numbers.There's something for member of all signs of the Zodiac and beyond in this rude, witty and bang-up-to-date handbook which is a must-read if you want to know what will happen to you in the year ahead (just don't set your expectations too high).*Disclaimer: Despite astrology being a 100% accurate science, we cannot be held responsible for any personal action or decisions made using our advice as a guide.

Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit.Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.

Panenka's pearl of a penalty in Belgrade, van Basten's volley of a lifetime in Munich, Gazza's agonising near-miss at Wembley: over its six decades, the UEFA European Championship has thrown up many of the most memorable stories in football lore. Now it gets the history it deserves. Euro Summits is the first full retelling of the tournament, from its tentative beginnings in the late 1950s to its elephantine expansion in the mid-2010s. Taking in the USSR's early success, the grim violence of 1968, France's cavalier feats on home soil in 1984, the sensational triumphs of no-hopers Denmark and Greece, Spain's modern-day dominance, all the way up to Italy's dramatic victory at Wembley in 2021, it's a panoramic portrait of an event that captures a whole continent's imagination every four years.. Dramatic, detailed and teeming with compelling personalities like Michel Platini, Gunter Netzer, Hristo Stoichkov, Zinedine Zidane, Wayne Rooney and Cristiano Ronaldo, this is the complete story of a footballing event second only to the World Cup.

Every four years, the planet stops dead for an event like no other. The World Cup captures the global imagination in a way that dwarfs every other sporting competition. Glittering Prize tells the full story of its thrilling century-long arc. Volume I looks back at the tournament's first five decades: its embryonic incarnation in 1930; the stunning fall of champions-elect Brazil at the Maracanã in 1950; the equally sensational demise of Hungary's Magic Magyars four years later in Bern; England's glory in 1966; Brazil's joyful conquest of Italy in 1970; the unfulfilled flowering of the Netherlands' Total Football in 1974; and Argentina's tainted triumph against the backdrop of the Dirty War in 1978. Brimming with incredible detail and magnetic characters such as Ferenc Puskás, Garrincha, Gigi Riva, Johan Cruyff and Daniel Passarella, Glittering Prize is a gripping chronicle of the greatest sporting show on earth.

Every four years, the planet stops dead for an event like no other. The World Cup captures the global imagination in a way that dwarfs every other sporting competition. Glittering Prize tells the full story of its thrilling century-long arc. Volume II focuses on what many consider the tournament's golden era: Paolo Rossi's surprise eruption to fire Italy to victory in Spain in 1982; Diego Maradona's almighty show of will and skill four years later in Mexico; the unforgettable exploits of Totò Schillaci and Roger Milla at Italia 90; the glitzy extravaganza of USA 94; and France's vivid triumph on home soil in 1998. Brimming with fascinating detail and compelling personalities such as Michel Platini, Lothar Matthäus, Roberto Baggio and Zinedine Zidane, Glittering Prize is a riveting chronicle of the greatest sporting show on earth.