Upcoming Programs in NAPM's Satellite Seminar Series Location: San Juan College, Farmington, New Mexico – Contact Ineth Bedah (505-598-8562) for room information October 25, 2001 Advanced Negotiations: Kicking it Up a Notch - How can you ensure a successful outcome to your negotiations? This program explores advanced strategies and issues for success including how to target a better relationship with your suppliers and how to avoid negotiating errors. The panelists will discuss forms of BATNA (best alternative to a negotiated agreement), as well as how to build a reserve margin in your BATNA. This seminar also covers distinguishing between and managing the negotiation content and process, principled versus positional negotiation strategies, negotiating with internal customers, and negotiating in special situations. February 7, 2002 Complexity Management: Chains, Webs, and Other Business Relationship Models - Supply chain management has evolved into more complex business relationship models such as "demand chain management" (DCM) and "Customer Relationship Management" (CRM). How do you know which model is right for your organization? This program discusses the various business models, as well as looks at strategic supplier alliances, virtual supply chains, and value networks. It will also examine how to identify your core competencies, partner selection and contributions, and conduct guidelines for sharing resources. April 11, 2002 Doing Business Electronically: Selecting the Best Options - How do you know which electronic tools are best for your organization? This program provides an update on trends, options, and tools currently available in the marketplace, and will explore resources and selection criteria. A step-by-step process for online sourcing and negotiation and a discussion on the use of exchanges will also be included. June 13, 2002 Services Purchasing: Making the Right Decisions - Over the past several years, purchasing departments have increasingly moved from strictly procuring goods to the tasks associated with procuring services. This program looks at the issues of how to select a service provider, draft a contract for services, write a statement of work, and manage the service agreement. The panel will discuss purchasing services such as consulting, leasing, utilities, travel, construction, temporary workers, and information technology. ©Copyright 2001. National Association of Purchasing Management; All Rights Reserved.

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