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Information, tools & references for purchasing professionals

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NEGOTIATION
	Plug and Play Negotiation- 2014 Planning Better Negotiations Seminar outline (a little out of date, but still a great place to start planning.) Negotiation Checklist What issues should I consider negotiating in a contract? The big list!
Articles & Essays
Bottom-Line Questions March 2008, get to the facts when negotiating with the boss Is That A Personal Question? If not, maybe it should be. Negotiation: An Art of Details May 2006 Win_Win_Opponent Is there a looser if both the Buyer and Seller win? April 2004 Creative Negotiation (part 4) February 2004 Creative Negotiation (part3) January 2004 Creative Negotiating (part 2) December 2003 Creative Negotiating (part 1) November 2003	Solicitation - a buyer's sharpest tool October 2014 Responsibility and Price Realism July 2012 - GAO case study Negotiate Changes Before Creating the Contract Negotiation Exercise; Personal Style Serve the Ball In a negotiation, you don't own every problem... The Full Meal Deal Don't forget to negotiate the details It's Never Too Soon to Start A negotiation can be over before you know you've started! The Whole is Greater than the Parts Negotiating With a Friend Sometimes you have to do it! Leading Questions Shape the answer you want by the questions you ask. Don't be Afraid to Ask!

other negotiation web sites

Everyone Negotiates
International Computer Negotiations
InterNeg Group
"Research and training, and develops materials and systems for decision making and negotiations"
Negotiation Institute
The Negotiating Edge
"A global consulting company that provides training and consulting services. Order free negotiating white papers"

The Negotiation Skills Company
Pertinent Information; Negotiation Articles
Program on Negotiation at Harvard Law School
"A resource center for people interested in learning and teaching about negotiation and alternative dispute resolution."
S.A.B. Negotiation Enterprises
Check out the Test of Negotiation Skill
Ross Reck's Weekly Reminders
Shapiro Negotiations Institute
"SNI creates customized negotiation seminars and corporate training based on The Power of Nice: How to Negotiate So Everyone Wins, Especially You!"®.

Cost Counts

These articles are not intended to recreate accounting 101 – just to demonstrate the basic principles involved and why Supply Chain managers would care.

Principles of Price & Cost Analysis
Presentation - April 2012
Question Costs
How do I figure out what costs are included in this acquisition? November 2008
Indirectly Beneficial
Can I negotiate indirect cost elements into a better contract? - Yes!
Why Cost Analysis?
I'm not a government contractor, why should I care? February 2007
100 or Not?
When is an order for 100 pieces not really an order for 100? January 2007

Cost as a Driver for Contract Type
A few thoughts from my last Cost-Price Seminar
Learning Curves
Presentation - April 2012
Cost Counts in a Negotiation (PDF)
Presentation at the 2008 Pacific Northwest Purchasing Conference
Cost Counts
PowerPoint Outline from the March 2007 seminar.
Indirect Costs
What the heck are those? February 2007
Cost Counts
Negotiating cost savings.
January 2007

PROFESSIONAL SKILLS DEVELOPMENT
	Leadership 2008 Career Coaching 07 Professional Growth Strategies for getting ahead in the workplace Professional Resources Online 2017 Purchasing Hotlinks Web links for purchasing professionals Ross Reck, one of my favorite mentors
Articles & Essays
Contract Communication Discussion Handout Use of Shall vs. Will even the lawyers can't agree on which to use. Finding a responsible contractor Selecting a Responsible Supplier - short presentation Oct 2014 Responsibility Checklist & References - January 2013 Responsibility Presentation Slides - January 2013 Responsibility Article - June 2012 Responsibility case study Fair Labor Standards Act reference Internet Security Concern Why people should be concerned about a hacked web site like Zappos Cybersecurity and Supply Chain Management January 2012. Conference Notes Pacific Northwest Purchasing Conference, October 2011 Procurement Fraud? Where did all of our money go? Career Coaching Handout, PowerPoint Electronic Records Workshop presentation 2008 When the manager helps Pitfalls to avoid when someone "helps" by placing an order. May 2008 Post Award proposal corrections. A few comments and words of caution. February 2008 Notice This! Write better contract notices. January 2008 Make the Performance Appraisal Process Work! October 2007 Compliance and Ethics Program December 2006 Are you ready to take the C.P.M. Exam? Tips on preparing for the exam - November 2006 A Healthy Dose of Skepticism Affiliate Communication and Newsletters articles and ideas for affiliates - updated July 2006 Getting the most from the ISM leadership workshops Who is That? Are you sure you know who your offeror is? Proactive Procurement part 1 Sharpen Your Tools May 2004 Due Diligence What it means and a resource to help Stop SPAM What you should be doing to help!	Stop SPAM What you should be doing to help! Find a Good Book to Read A surprising place to obtain a great reference for Contract Law! Ethics & Personal Liability Effective Meetings If we take the time to hold a meeting, make it a good one. Electronic Records and Legal Discovery Electronic Records e-discovery review - October 2012 Discovery; heads up - March 2009 Insurance Risk - notes from an online risk management webinar - 2013 Suspect/Counterfeit parts found in GAO sting operation April 2012 Conference Notes 92nd international Conference, May 2007 Cloud Computing What Supply Chain Specialists need to know Searching Google A few tips and tricks Who Are You? Do you trust seller's employees in your facility? December 2009 Networking Discussion - 08 Be Specific for Clarity April 2008 A Professional Attitude January 2007 Just Plain English? November 2006 PC Tips and Tricks articles and ideas for average PC users - updated July 2006 Contract Legal Review May 2005 Is it Written? February 2005 What is SOX? February 2004 Establish Relationships Suggestions for managing personal contacts. September 2002 Hide and Seek in Word Documents! Don't send an MS Word Document until you clean out the hidden text! Read this example. Write to ME! Some thoughts on Business Writing Speak to ME! Some thoughts on Speaking in front of business groups Back Up or DIE! Lessons learned after a system crash. October 2001
ISM-Related Articles and Information
Notes from the 2014 ISM Leadership Workshop	ISM Leadership suggestions and links -2016 10 Places.... Every ISM member should know about on the ISM web site (page 1) Every ISM Affiliate leader should visit on the ISM web site (page 2)

CAREER DEVELOPMENT LINKS and TOOLS The time to figure out how to look for a new job electronically is NOW, before you have to do it on purpose. Here are a few articles and links to help.
	Professional Growth Strategies for getting ahead in the workplace Practice Interview Questions
Articles & Essays
Perception? January 2005 Sell Yourself November 2004 Sharpen Your Tools May 2004 JOBERWOCKY Getting started. October 2004	Requisition a new job Make the Performance Appraisal Process Personal Establish Relationships Suggestions for managing personal contacts. September 2002 Speak to ME! Some thoughts on Speaking in front of business groups

The Internet & Software
	IMPORTANT: Some of these articles are very out of date. I've left them here for the benefit of people who are just getting started.
Articles & Essays
Hacked? - Security Concern How a hacked web-selling site can be a concern for other sites Affiliate Web Services; sample SOW (DOC) Web Site Manager ; Need to Know! Managing an affiliate web site. May 2008 Cyber Security My notes from a very interesting presentation	Outlook Time Zones Searching Google Internet Search Engines A few words about search engines. How I use Outlook Might give you an idea or two about making better use of a powerful tool to help stay organized. Why dual monitors for your PC?

B2B E-COMMERCE
	E-Commerce Checklist What questions do I ask before taking the plunge? E-Commerce Fraud, Computer Virus and Internet Resources Where can I find advice and information? E-Commerce Links Where can I find information about E-Commerce? Trading Partner Agreement A sample E-Commerce agreement Speakeasy Geek Can you explain that in simple terms?
Articles & Essays
Evaluate Electronic Capability Recent news article supports the value of including a supplier's electronic capability as evaluation criteria. What Language Are You Buying? All e-commerce XML standards are not equal. Questions to ask before locking into one e-commerce technology. Biometrics A simple answer to a complex and exciting security subject. March 2001 Caveat Emptor One more thing to worry about as dot coms start failing. March 2001 It Ain't Over Until it's Paid! Take advantage of creative payment terms in E-Commerce Contracts. October 2000 WildFire! How do computer virus' spread so fast? E-Commerce Catalogs An important choice to make. Look a Gift Horse in the Mouth Caveat Emptor! Trading Partner Agreement Why do I need one? Swimming in a Sea of E What is all this "E" , Feb 2000 As the Worm Turns How do I find out about new virus warnings? November 2000	Sample On-Line ordering Security Plan (MS Word Document) A very comprehensive security plan proposal for securing on-line transactions. Knowledge Management A few notes and my comments from a presentation by Andrew Bartels, Vice President and Research Leader at GIGA Information Group http://www.gigaweb.com at the IT conference in Pasco, WA, April 18. Purchasing Card Security Plan Why should we have one and what is it for? March 2001 Key Cost Saving Idea Find significant cost saving in day-to-day activities Carnivore A little more information about a hot topic Plug E into Commerce Where do I start? November 2000 Pay the Man! Do your homework with software or pay for your mistake E-Commerce Update UCITA Heats up! May 2000 E-Commerce Legal Update Update on UETA, Feb 2000 E-Commerce Getting Started Where do I start? December 1998

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