Negotiating the lowest possible price is no longer enough. Internal customers now demand more—they need business advice, guidance, and expertise to manage their sourcing requirements. They need... More > an organization that focuses less on price and more on the value that vendors can provide. The organizational key to unleash the potential of strategic sourcing is the Vendor Management Office or "VMO." It is an over-arching organizational concept of strategically managing procurements and vendors.
Resulting from over 10 years of real-life experience implementing VMOs, this book introduces the concept of a VMO and the philosophy that cost is not always a factor. The book is intended to be much more than conceptual. Concrete and practical tools considered necessary to launch a newly formed VMO are explored in detail. Appendices contain materials that can be easily adapted for use by any VMO. If you are interested in implementing a VMO or you are interested in vendor management as a career--this book is for you.< Less
Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one—until now. Resulting from over... More > 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see.
This book isn’t a feel-good book on win-win negotiations. It’s an insider’s view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.< Less
Project Procurement Management: A Guide to Structured Procurements focuses, through a practitioner’s eyes, on the Project Management Institute’s Project Procurement Management knowledge... More > area. The Fourth Edition (2008) of “A Guide to the Project Management Body of Knowledge” is used as a basis to describe elements of structured procurements, including procurement planning, competitive bidding, negotiations, legal considerations of procurement, contract management and administration, dispute resolution, and procurement ethics. The book explains and elaborates on Project Procurement Management, bridging the gap between project managers and procurement professionals and guiding the reader on the “how to” of implementing a structured procurement methodology. Whether you are a project manager seeking to understand procurement or a procurement professional who is considering Project Procurement Management as a basis for building a structured procurement methodology, this book has something for you.< Less
An Insider’s Guide to Hotel Contract Negotiations
Stephen Guth’s latest book provides a unique insider’s perspective on the high-stakes complexities of hotel contract negotiations.... More > Covering topics from attrition to force majeure to walked guests, “Hotel Contract Negotiation Tips, Tricks, and Traps” dissects contract provisions with easy-to-understand explanations and alternate language to counter hotel negotiation ploys. Based on years of real-life experience, the practical negotiation tactics described in this book could save you tens of thousands of dollars on your next meeting and could protect you from being hit with even more in liquidated damages.
Whether you are a meeting planner, ten-percenter, or just someone who is looking to get a great deal for your next group meeting, this book has something for you. Don’t negotiate your next hotel deal without it!< Less