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President's Message PMAP will debut a redesigned e-newsletter next month. We think you’ll appreciate the easy navigation format. ISM’s professional publication, Inside Supply Management®, also rolls out a redesign this month. Supply management remains the core focus. There will be shorter articles but more of them. Stories and insights directly from your peers, including first-person columns and a profile each month that takes you inside one supply management operation. Check out the educational seminar and dinner meeting for this month. The topics have changed since the last printed publication. Several seminars on contracts and e-techniques are offered during the day. Dinner workshops cover negotiating and MRO. March 9th will be a day filled with dynamic speakers! Kelly Perdew, winner on the TV hit “The Apprentice”, spoke at an event I attended in the fall. Kelly talked about his book, Take Command: 10 Leadership Principles I Learned in the Military and Put to Work for Donald Trump, that was released in January. The concept for writing this book started when Kelly realized that the leadership skills he learned in military Ranger School were applicable to the non-military business world. Kelly focused on the ten principles that he believes shape leaders. Among them are flexibility, perseverance, and planning. These traits need to be second nature to us. Kelly isn’t trying to be the next Peter Drucker or W. Edwards Deming but his book looks like a good quick read. I related to the section on planning. Kelly states on his Web site, www.kellyperdew.com, “…West Point intentionally overloaded cadets with so many responsibilities that there was no way we could ever complete them all in the time available. So we learned to prioritize. The better you become at planning and prioritizing, the more efficient you become, and the more you’re able to accomplish.” See you next week in Valley Forge. Chance favors the prepared mind. Louis Pasteur Registration: 5:15 pm; Pre-Dinner 5:30 - 6:30 pm, 1 C.E.H.; Dinner 6:30 - 8:30 pm, 1 C.E.H. Pre-Dinner Topic: How to Use Emotional Control and Observation Skills To Become a Better Negotiator! Dinner Topic: What is MRO and Where is it Going? ____________________________________________________________________________________ Full Day Seminar: Contracts and E-Technology Seminar Agenda: 9:00 AM: Contract Management Automation Nominated Board Officers: Directors completing their terms: ByLaws Revision Coming Welcome New Members ____________________________________________________________________________________ ISM News ISM's Certified Professional in Supply Management (CPSM) Informational Web Seminar ISM Web Site: Scholastic Opportunities ____________________________________________________________________________________ Article of Interest: Surprises in Negotiations by Dr. Chester L. Karrass You may encounter a negotiator who uses 'Surprise' as a negotiating tactic. Some negotiators feel surprises provide a good way to keep the pressure on the other party. I've been caught by surprise many times and it still shakes me up, at least for a short period of time. I don't like surprise because it creates distrust and fear. Surprise acts as a communication block. The sudden introduction of unexpected events can cause the other party to lose face and thereby harden his or her position. If this happens the entire negotiation may be in trouble. Once you recognize that many surprises are negotiating tactics, you are in a better position to respond effectively. Before you can defend against surprise, it is well to recognize the kinds of surprises you are likely to come up against. 1. Issue surprises: new demands, new packages, backing off concessions, position changes, risk changes, escalation tactics. 2. Time surprises: deadlines, short sessions, change-in-pace, patience, all-night sessions, having to work over the weekend. 3. Move surprises: walk outs, recesses, delays, smoke-screens, emotional outbursts, frequent interruptions, displays of power. 4. Information surprises: introduce new rules/regulations/policies, new data to back-up a point-of-view, new sources of data, tough questions, peculiar answers. 5. Ego surprises: bursts of abuse, anger, distrustfulness, one-upmanship, disbelief, attacks on intelligence and integrity. 6. People surprises: changes in buyers, changes in salespeople, new team members, disappearance of people, higher-level executives join the negotiation, experts or consultants are brought in. Another people surprise - when nobody at all turns up for a meeting, or when someone shows up hours late. 7. Authority surprises: suddenly the other person lacks the authority to make a decision, people who have the authority are missing, people who have authority but only up to a certain limit and not more. 8. Place surprises: beautiful offices, uncomfortable chairs, no air conditioning, freezing rooms, holes in the wall, noisy surroundings, big (long) parties. The best thing to do when surprised by a turn of events is to first recognize that this might simply be a negotiating tactic. Give yourself time to think. Listen, say as little as you can, and take a break. A negotiation is not a courtroom or a war. Don't respond to something new until you sort it out and are prepared to respond effectively. © 2005 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com WWW.KARRASS.COM ____________________________________________________________________________________ Dinner is on Us! If your vendor becomes a "Supplier Spotlight" at one of our monthly meetings, you will receive a coupon to attend one of our monthly dinner meetings through to June 2006 for FREE! This offer is only available to members. Please help by us by providing the contact name, company name, mailing address, email and phone number of any suppliers with whom you work. Simply email the information to PMAP - pmap@association-cba.org- and make sure you include your name. Help your suppliers grow… and have dinner on us! ____________________________________________________________________________________ PMAP Resource Library for Members ____________________________________________________________________________________ PMAP Job Mart – New Positions Posted The Job Mart on the PMAP Web site is published as a benefit to our members. The Job Mart is updated as we receive job postings are received. Members are reminded to view these postings on a monthly basis. Go to www.ism-phila.organd then into Members' Login. ____________________________________________________________________________________ PMAP Calendar and Registration online at www.ism-phila.org New Late Registration Policy beginning with the March Dinner Meeting: ____________________________________________________________________________________ Another PMAP Membership Benefit - PMAP E-News! |