Contents -- Preface -- The seller's introduction -- The buyer's introduction -- About the authors -- Jan Paul van der Velde -- Peter Cheverton -- Acknowledgements -- 01 Terminology -- The seller's response . . . -- 02 Purchasing developments: what has changed -- The seller's response . . . -- 03 The importance of purchasing for a company -- The economic logic: purchasing's effect on the bottom line -- Purchasing importance: the DuPont RoI model -- The rise and fall of purchasing: what next? -- The seller's response . . . -- 04 Purchasing processes -- The basic purchasing process -- The detailed purchasing process -- The value chain model -- The seller's response . . . -- 05 Purchasing strategy -- The seller's response . . . -- 06 Purchasing organizations -- Purchasing organizational development -- Price, costs or value focus -- Purchasing organizational set-up and ability to deliver -- The seller's response . . . -- 07 Buyers: types, motivations and rewards -- Buyer profiles -- Motivations and rewards for buyers -- The seller's response . . . -- 08 Purchasing analysis -- Pareto analysis/ABC analysis -- Kraljic analysis -- The Dutch windmill -- Supplier portfolio management -- Porter's analysis -- Supplier selection criteria -- The seller's response . . . -- 09 The negotiation game -- The negotiation process -- The negotiation power balance -- Negotiation tactics and buyers' tricks -- Buyers and negotiation tricks in pricing discussions -- The seller's response . . . -- 10 Price management: managing the buyer -- The previous pricing relationship -- Timing of pricing discussions -- Pricing communication -- Pricing process and follow-up -- The seller's response . . . -- 11 The purchasing agenda -- Supply chain-related purchasing activities -- HR purchasing activities -- Finance/legal-related purchasing activities.

R&D/development-related purchasing activities -- Sales/consumer/customer-related purchasing activities -- Purchasing tools-related activities -- The seller's response . . . -- 12 Buying and selling relationships -- The seller's response . . . -- 13 Summary and conclusions -- The ten-point checklist -- Getting further help -- Reading list -- References -- Training -- Speak to your own buyers -- Index.