You're the Buyer-You Negotiate It!

Reviewed by Richard R. Blake for Reader Views (5/06) "You're the Buyer" underscores the value of purchasing to the bottom line profits. The book is designed to help you develop your skills in negotiation. Menard starts by redefining negotiation. He compares the adversarial view and the advantageous view. He then introduces additional topics such as a negotiation plan, negotiation strategies, communication skills, interpersonal factors, and legal considerations, and other related important issues. Menard maintains that Total Cost Ownership is the single most important principle in supply chain management and that Cost Analysis is the single most important tool in negotiation. The objective of negotiation is to get the lowest total cost of ownership. Easy to remember acronyms, for example, QDPS Quality, Delivery, Price, Service, provide prompts for reviewing and assimilating the material while on hold on a telephone call, or when driving to your next appointment. I liked the conversational style of many of Menard's illustrations and examples. I found them to be particularly beneficial as they were broad enough to understand and yet specific enough to make personal application in any field of endeavor. The format is an easy to read style with graphics, matrix, and charts. Menard includes illustrations, and examples to reinforce his negotiation principles and concepts. The paragraph headers, various check lists, and chapter summaries are presented for ease in reading and result in a comprehensive understanding. The book is designed to be used as a reference resource. Menard provides several practice scenarios, exercises, and templates in the appendices to help you with your negotiation strategy. This will be a valuable tool to include in your business library. The Supplier Certification Program is described in chapter four with a preliminary certification checklist. This may be of particular value to many who read this book. The book is filled with practical tools and techniques for immediate application. I think you will find this book to be the most influential book available on successful negotiation. I'm sure you will benefit from the hands-on examples and useful action steps suggestions. I highly recommend Mendard's definitive book for every CEO, and every other company executive concerned with bottom line results. Robert Menard has become the guru of negotiating. He is active as a speaker, trainer and consultant in the field of purchasing and negotiation. His expertise will continue to serve you well in years to come.