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
  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
  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
  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
  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
  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
  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
  Carol Hartman, June, Vol. 8, No. 6, p. 6. (Exam Alert: )
  

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