Vol. 5, No. 2
March/April 2012

Features

• 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?
  Jim Mullen
  
  
• 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.
  Derek Everitt
  
  
• 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.
  Marty Latz
  
  

Career ROI

• Career ROI: Advice From the C-Suite
  
  Advice From the C-Suite: Work Smart, and Be Open to New Opportunities
  Amit Marwah
  
  

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.
  
  

CPSM^® Update

• 3 Questions, 3 Answers
  
  
  
  
  

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.
  RaeAnn Slaybaugh
  
  

Around the World

• Doing Business in Argentina
  
  Business Etiquette Tips: Argentina
  RaeAnn Slaybaugh
  
  

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.