Article Index - Results

1997 Purchasing Today Article Index
Term selected: Negotiation

A valuable reference tool, the Article Index is a comprehensive list of articles that have appeared in Inside Supply Management® (formerly Purchasing Today® and NAPM Insights®) magazine. Articles are organized by subject for easy locating and study.

  • Doing the Research Members Only Content
    Merle W. Roberts, C.P.M., February, Vol. 8, No. 2, p. 11.

    Familiarizing yourself with your supplier's priorities and needs can help you succeed in any negotiation. Conventional wisdom tells you to list your needs in order of priority, then list your supplier's, and see how you can structure an agreement that will meet each party's needs in a balanced fashion. But how do you determine your supplier's needs and priorities?

  • Getting the Rug Pulled Out from Under You Members Only Content
    Gregory E. Benson, C.P.M., March, Vol. 8, No. 3, p. 10. (Exam Alert: )

    What do you do when you've negotiated "too good a deal" and your supplier's management squelches it?

  • High-Pressure Salespeople Members Only Content
    Merle W. Roberts, C.P.M., February, Vol. 8, No. 2, p. 10. (Exam Alert: )

    Here are some tips for succeeding in a high-pressure negotiation.

  • In the Know Members Only Content
    Keli Huhra, C.P.M., May, Vol. 8, No. 5, p. 8. (Exam Alert: )

    How do you successfully negotiate when someone on your team has disclosed to the supplier that they are your organization's first choice?

  • Negotiating with the Inexperienced Salesperson Members Only Content
    Larry R. Smeltzer, Ph.D., April, Vol. 8, No. 4, p. 8. (Exam Alert: )

    Seeking a third-party expert can be an important ingredient to reaching a win- win agreement with an unseasoned salesperson.

  • Succeeding in a Seller's Market Members Only Content
    Nancy A. Rurkowski, January, Vol. 8, No. 1, p. 8. (Exam Alert: )

    Some strategies can help you come out ahead when negotiating in a seller's market.

  • When There's Only One Members Only Content
    Carol Hartman, June, Vol. 8, No. 6, p. 6. (Exam Alert: )

    Some strategies can help you negotiate successfully in a sole-source situation.