Stephen Guth

2013-11-19

Unless you’ve been under a rock–not that there’s anything wrong with that–you’re probably familiar with the OAGF meme (which...

2013-01-22

Here’s an excerpt from my book Contract Negotiation Handbook: Software as a Service that briefly explains what audits a subscriber should include...

2013-01-20

As a procurement professional, you’ve heard the terms “vendor consolidation” or “vendor rationalization” as a means to improve...

2013-01-20

When did 20% become the new 15%? It seemed to have started with tipping wait staff… And it seemed to have happened overnight. All of a sudden...

2013-01-20

“Getting to Yes” Negotiation Style I’ve come across a rash of blog posts and articles recently that have a “Getting to Yes&rdquo...

2013-01-16

In an ISM Magazine article, “Supplier Visits—Can You Afford Not to Go?” Linda Michels, VP of Corporate Learning Systems for ADR North...

2013-01-14

It’s the start of another year, and, for most, that means a new budget cycle.  It also means your customers are starting to buy–and you...

2013-01-14

I read an article, Do Your Negotiating Techniques Create Value?, that denigrates (but in a nice way) hardball negotiation tactics.  The article features...

2013-01-14

That’s the question asked and answered by Cliff Saran over at ComputerWeekly.com.  Bwaaaahaaaa! was my first response, assuming that the piece...

2013-01-14

I’ve just published a compendium of FREE Procurement Contract Templates!  Many of these templates contained in the compendium are used by my...