ISM Articles:

• World-Class Negotiations Management: Best Practices, Tools and Future Directions. Robert A. Rudzki. 92nd Annual International Supply Management Conference Proceedings, May 2007.
  
  
• Understanding and Using Leverage in Procurement Today. Jon Maxim and John Todesco. 92nd Annual International Supply Management Conference Proceedings, May 2007.
  
  
• How to Use Emotional Control and Observation Skills to Become a Better Negotiator. James W. Haile Jr., C.P.M. 92nd Annual International Supply Management Conference Proceedings, May 2007.
  
  
• The Turning Point: How to Turn Negotiation Momentum in Your Favor. Brian G. Long, Ph.D., C.P.M., ISM's 91st Annual International Supply Management Conference Slides/Handouts, May 2006.
  
  
• High Impact Negotiating: A Strategic Makerketing Perspective. Alvin J. Willliams, Ph.D. ISM's 91st Annual International Conference Proceedings, May 2006.
  
  
• Secrets of World Class Negotiators. Mark Trowbridge, C.P.M. and Robert Dunn, M.B.A. ISM's 91st Annual International Supply Management Conference Slides/Handouts, May 2006.
  
  • Accompanying Exercises
  
  
• Truth or Consequences: The Value of Effective Communications in Negotiations. Jim Kiser, C.P.M. and Linda P. Michels, C.P.M., COO. ISM's 91st Annual International Conference Proceedings, May 2006.
  
  
• Advanced Negotiations: Lessons From the International Arena. Michael A. McGinnis. ISM's 90th Annual International Supply Management Conference Proceedings, May 2005.
  
  
• Negotiation Campaign Planning: Cultural Awareness and the Implications of Conditioning. Ron Guertin and Vincent P. Scacchitti. ISM's 90th Annual International Supply Management Conference Proceedings, May 2005.
  
  
• Negotiation Master Class: Step Up to the Next Level. Joanna L. Martinez, PE. ISM's 89th Annual International Supply Management Conference Proceedings, April 2004.
  
  
• Negotiating After Deadlock: Moving From Confrontation to Collaboration, Even After They've Said NO! F. Michael Babineaux, C.P.M., A.P.P. ISM's 89th Annual International Supply Management Conference Proceedings, April 2004.
  
  
• When Are Negotiations Win-Win and When Are They Not? Michael A. McGinnis, DBA, C.P.M., A.P.P. Inside Supply Management®, April 2004, p. 8.
  
  
• Are Negotiations In or Out? Christine McKay, MBA. Inside Supply Management®, October 2002, p. 16.
  
  
• Revisiting Negotiation Fundamentals. Dianna Wike, C.P.M. Inside Supply Management®, May 2002, p. 16.
  
  
• Negotiations: Do You Have the Right Stuff? Allie Keaton. Purchasing Today®, December 2001, p. 6.
  
  
• Debriefing after the Negotiation Michael Bohon, C.P.M. Purchasing Today®, October 2001, p. 10.
  
  
• Team Negotiations in a Single Voice. Thomas A. Wood. Purchasing Today®, July 2001, p. 8.
  
  
• The Future of Purchasing and Supply: The New Look of Negotiations. Roberta J. Duffy and Joseph L. Cavinato, Ph.D., C.P.M. Purchasing Today®, August 2000, p. 43.

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• Power Negotiations: Unlock Your Powers of Influence and Persuasion. To register for this seminar call 800/888-6276 ext. 401.
  This seminar will help you increase your confidence level and your ability to negotiate more effectively.
  
  
• Mastering Price Negotiations. To register for this seminar, call 800/888-6276, ext. 401.
  This seminar can help you acquire the essential skills you need to negotiate price in a global purchasing environment to help you secure effective price agreements with your suppliers.
  
  
• Focus on Negotiations. 2003. Institute for Supply Management. To order, call 800/888-6276 x401.
  http://www.ism.ws
  From negotiation basics for purchasing and supply professionals and choosing the right style to cost reduction strategies, building cooperative supplier relationships, and partnership development-you'll have all the information for win-win negotiations. Articles taken from the pages of NAPM Insights, Purchasing Today®, the International Journal of Purchasing and Materials Management, and Conference Proceedings give you an in-depth look at an issue critical to your organization's success.
  
  
• The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation. Peter B. Stark and Jane Flaherty. 2003. Broadway. Available from ISM by calling 800/888-6276 x401.
  This book provides powerful negotiating skills. Each tactic is listed on a single page with examples of how to use it, and suggested counter tactics in case someone tries it on you.
  
  
• Everyone Negotiates: 101 Winning Tactics to Win Every Time in Any Situation. PPeter B. Stark and Jane Flaherty. 2002. Bentley Press. Available from ISM by calling 800/888-6276 x401.
  Learn how to create a win-win outcome in virtually every negotiation situation.
  
  

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