Table of Contents
Vol. 5, No. 2
NEW - Supplemental Article
Trust Your Gut During a Negotiation — You Know More Than You Think
Conventional wisdom tells negotiators to ignore their intuition in favor of completely rational decision-making. But, is that really the best approach?
Using "the Force" in Negotiation Planning
Force field analysis (FFA) can lead to successful anticipation of, and preparation for, contingencies — even before the actual negotiation begins.
James L. Patterson, Ph.D., C.P.M., A.P.P.
How to Build a High-Impact Indirect Sourcing Organization
A global sourcing director looks back on what worked best for his own team when the cost savings pressure was on.
The 5 Golden Rules of Negotiation for Supply Management Professionals
Here's how to walk away from the table with the best possible result by using the most effective tactics executives and lawyers have to offer.
Career ROI: Advice From the C-Suite
Advice From the C-Suite: Work Smart, and Be Open to New Opportunities
Sustainability & Social Responsibility
Supplier Diversity Goes Global and Green
In an increasingly globalized and environmentally conscious world, organizations such as Pacific Gas & Electric Co. (PG&E) are maximizing these opportunities in an effort to stay competitive.
Joan Kerr, J.D., M.S.W.
Research & Surveys
Follow the Procurement Leaders: 7 Critical Strategies
A new report spotlights initiatives leading procurement organizations employ most often to be strategic contributors to the business.
Around the World
Doing Business in Argentina
Business Etiquette Tips: Argentina
Check Out This Issue's Advertisers
- IHS Global Insight — Whitepaper on Commodity Price Volatility
- University of Wisconsin - Platteville — Distance Education
- The University of Scranton: A Jesuit University — For those who refuse to settle for average.