Managing Price

Negotiation Tools for Procurement Professionals

This must-have guide for procurement professionals presents a multidisciplinary approach to supplier negotiations. The tools, techniques, and information in this book will enable you to:

Master a proven process for negotiating with suppliers
Go from market analysis to contract completion in four logical steps
Ensure fair pricing on all purchased commodities
Create effective strategies for supply chain cost management
Secure the best price and a great supplier relationship

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About the Authors

Jack Self

Jack Self is actively involved in working with companies to reduce their supply chain costs. Most recently, Jack was the Vice-President of Sourcing for Labrie Enviroquip. He has extensive international experience with procurement negotiations. Jack has an aerospace engineering degree, an MBA, a Diploma in Computer Science, and a Master in Finance.

Valérie Demers

Valérie Demers specializes in mathematical models and numerical algorithms. She has built cost models and software applications for supply chains in various industries (aerospace, mobile equipment, glass) for clients such as Bombardier Aerospace and Labrie Enviroquip. She has a Master of Science in Mathematics.

What Others Are Saying

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 — Prof. of Administration, Laval University