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			<title><![CDATA[Vendor Ploy: Making an Impression]]></title>
			<link>http://www.sourcingmag.com/blog/blog.asp?bi=1453</link>
			<description><![CDATA[After the Getting to Know You and Mirroring ploys are in play (described in my earlier blog entries), the vendor will likely next use the "Making an Impression" ploy.  The ploy is exactly what it sounds like—it’s an attempt to impress or awe you.  The intent is to ...]]></description>
			
			<author><![CDATA[Stephen Guth]]></author>
			
			<category>
			<![CDATA[Ploys and Tactics]]>
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			<pubDate>Wed, 06 Feb 2008 08:39:03 -0700</pubDate>
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			<title><![CDATA[Vendor Ploy: Mirroring]]></title>
			<link>http://www.sourcingmag.com/blog/blog.asp?bi=1448</link>
			<description><![CDATA[So, what comes after the "Getting to Know you" vendor ploy I discussed in my last blog entry?  Well, now that the vendor has gathered some personal information about you (such as your age, marital status, educational background, and hobbies), the next step is for the vendor to make ...]]></description>
			
			<author><![CDATA[Stephen Guth]]></author>
			
			<category>
			<![CDATA[Ploys and Tactics]]>
			</category>
			<pubDate>Tue, 29 Jan 2008 14:26:30 -0700</pubDate>
			<guid>http://www.sourcingmag.com/blog/blog.asp?bi=1448</guid>
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			<title><![CDATA[Vendor Ploy: Getting to Know You]]></title>
			<link>http://www.sourcingmag.com/blog/blog.asp?bi=1445</link>
			<description><![CDATA[The "Getting to Know You" is a starting ploy for vendors, meaning that it occurs at the onset of a new relationship between vendor and prospective customer.  Just like the name of the ploy indicates, it’s all about vendors getting to know you so that they can gather information ...]]></description>
			
			<author><![CDATA[Stephen Guth]]></author>
			
			<category>
			<![CDATA[Ploys and Tactics]]>
			</category>
			<pubDate>Sun, 20 Jan 2008 09:00:40 -0700</pubDate>
			<guid>http://www.sourcingmag.com/blog/blog.asp?bi=1445</guid>
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			<title><![CDATA[The Contract Negotiation Handbook: Ploys and Tactics Explained]]></title>
			<link>http://www.sourcingmag.com/blog/blog.asp?bi=1444</link>
			<description><![CDATA[Some of the ploys and tactics that I'll describe in this blog are explained in greater detail in my book, The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals.  The book contains more ploys and tactics, as well as counter-tactics to vendor ploys.  You can get the ...]]></description>
			
			<author><![CDATA[Stephen Guth]]></author>
			
			<category>
			<![CDATA[Ploys and Tactics]]>
			</category>
			<pubDate>Sun, 20 Jan 2008 08:47:33 -0700</pubDate>
			<guid>http://www.sourcingmag.com/blog/blog.asp?bi=1444</guid>
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			<title><![CDATA[Tactics and Ploys]]></title>
			<link>http://www.sourcingmag.com/blog/blog.asp?bi=1439</link>
			<description><![CDATA[Hello Fellow Purchasing Professionals!In my blog postings, I'm going to focus on negotiation tactics and ploys.  So what the heck are "tactics and ploys!?"  Quite simply, purchasing professionals (you) use "tactics" and the dark side (vendors) uses "ploys."  In other words, tactics are good : ) and ...]]></description>
			
			<author><![CDATA[Stephen Guth]]></author>
			
			<category>
			<![CDATA[General]]>
			</category>
			<pubDate>Tue, 08 Jan 2008 10:31:43 -0700</pubDate>
			<guid>http://www.sourcingmag.com/blog/blog.asp?bi=1439</guid>
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			<title><![CDATA[About Blogger: Stephen Guth]]></title>
			<link>http://www.sourcingmag.com/blog/blog.asp?bi=1437</link>
			<description><![CDATA[Stephen Guth has experience with TCS, Satyam and Syntel, and was Director of Outsourcing at Ryder System, Inc. in Miami, Florida. Stephen has over 12-years of negotiation experience, domestically and internationally, as both a buyer and a seller, and has worked for Ryder System, Dell Computer, and Aflac Insurance. He ...]]></description>
			
			<author><![CDATA[Stephen Guth]]></author>
			
			<category>
			<![CDATA[Blogger Bios]]>
			</category>
			<pubDate>Tue, 01 Jan 2008 00:57:46 -0700</pubDate>
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