The FAPPO Fall Workshop will be held at the Hilton St. Augustine Historic

Bayfront in St. Augustine on October 16, 2015.

Hotel Registration Deadline: September 15, 2015

Click HERE to complete your Registration Form located on our website.

Workshop Registration Deadline: October 9, 2015

WORKSHOP SNAPSHOT

Date of Workshop: October 16, 2015

Conference Registration-Member: $75.00

Conference Registration-Non-Member: $125.00

Hotel rate (single/double): $159.00 per night

Valet Only Parking Rate: $21.00

Free and Public parking is available in the area

Registration Deadline: October 9, 2015

Registration Form: Click Here

FAPPO Thursday Night Dutch Dinner If you plan on joining Joe and other FAPPO members for

dinner, please confirm your attendance by RSVP to

aweaver@sjrwmd.com NO LATER than Monday, October

12, 2015.

The cost of dinner is NOT included in your registration fee.

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FAPPO FALL WORKSHOPOCTOBER 16, 2015

“NEGOTIATING THE PATH”

It's never too early to begin planning! The FAPPO Fall Workshop will be held at the Bayfront Hiltonin St. Augustine on October 16, 2015.

Fall Workshop Registration: $ 75.00 - Member Rate;$125.00 - Non-member Rate

Hotel: Bayfront Hilton (32 Avenida Menendez, Saint Augustine, FL)Hotel Rate (single/double): $159.00 plus hotel tax (if applicable)Self-Parking Rate: Valet Only Parking Rate: $21.00

Free and Public parking is available in the area

Columbia House Bayfront Hilton

FAPPO Thursday Night Dutch Dinner

The annual FAPPO-Dutch dinner will be held at the Columbia House Restaurant (98 St George St,St. Augustine, FL) starting at 7:00 pm. The Columbia House is located in St. Augustine’s HistoricDistrict and is within easy walking distance of the Bayfront Hilton. Before or after dinner, you canenjoy safely walking through the city’s historic avenuesand see some of the oldest structures in America. If youplan on joining Joe and other FAPPO members fordinner, please confirm your attendance by RSVP toaweaver@sjrwmd.com NO LATER than Monday,October 12, as we need to give the restaurant a finalhead count. The cost of dinner is NOT included in yourregistration fee.

The restaurant has set a private dining room aside forFAPPO members. Come join us for great food and agood time.

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Fall Workshop Program Synopsis

Quite often, when we attend conferences and seminars, we come away with, “I wish the sessioncould have been longer so we could have gotten into some real depth on the subject.” As we know,in some situations, an hour just doesn’t provide enough time to adequately cover a subject.

Past themes of Fall Workshops provided varied procurement topics tied together along a line ofthought, all of which were presented by knowledgeable instructors and practitioners that aided usin pursuit of honing our skills. This year, in collaboration with FAPPO’s president and the Board, adecision was made to provide member-practitioners with a focused topic in order to delve deeperinto a specific subject.

As procurement professionals, one of the areas that we clearly demonstrate success to our entitiesis through successful negotiations. Whether, achieving favorable terms and conditions ordocumenting negotiated savings; we all conduct negotiate in one form or another on a daily basis.Negotiations between parties are two or more parties sitting down and discussing their stories andmaking choices and decisions that based on our thoughts, emotions, and life experiences.Realizing that negotiation is an essential skill that we all try to master, but more realistically, it is askill that we can only hone by practicing. As we know, practicing poor habits typically produce poorresults.

The morning sessions that make up the 2015 Fall Conference theme, “Negotiating the Path,” aredesigned to help us use our emotions and intelligence to our benefit; and to recognize ourstrengths, and how to achieve not only negotiation success, but career success as well. Theafternoon sessions, will provide attendees an opportunity to apply the self-awareness lessonslearned in the morning sessions in real-life applications.

The two morning sessions are presented by Dr. Ryan Darby, Assistant Professor of Psychology,with Flagler College. His bio, along with a synopsis of the two morning and three afternoonbreakout sessions are below.

Bio for Dr. Ryan Darby

Dr. Darby, has personally given presentations on these topics to numerous government and for-profit corporations, including the Federal Aviation Administration, American Association of theCollege of Pharmacy, Wells Fargo, Regions Bank, and Mars, Inc. Estimates of the improvement inperformance because of these presentations vary, though the average improvement reported frommerely attending such trainings is approximately 8%. For public procurement officials, this couldtranslate into saving their entities thousands of dollars and creating decidedly better careeroutcomes for the attendees.

In addition to his role as Assistant Professor of Psychology at Flagler College, he is the Director ofApplied Sciences at EJR Insights, a boutique consulting firm that helps organizations improve theirpeople factor. He is a frequent consultant to large and small businesses, private and publicschools, and government agencies. He has helped many organizations improve the productivityand performance of their workforce, and the quality of their relationships with their customers.Some other past clients are the U.S. Treasury Department, Montgomery County School District,and Lewisville Independent School District.

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His personal expertise is in the applied fields of emotions, decision-making, and the science ofmanagement. He has published original research in leading academic journals including Cognition& Emotion, Basic and Applied Social Psychology, Psychosomatic Medicine, among others, and inleading industry journals like the Gallup Business Journal. He has held faculty and lecturerpositions in higher education and worked as a Learning and Development consultant andResearch Manager for the Gallup Organization and SAIC. With the Gallup Organization, he workedon designing measurements of “buyer engagement”, which measured the quality of the relationshipbetween buyer and supplier. He received his Ph.D. and M.A. in Psychology from the University ofCalifornia, San Diego and a B.S. from Brigham Young University.

Workshop 1: Improving Negotiations through Emotional Intelligence

Emotional Intelligence is the ability to monitor and regulate one’s own emotions and to monitor andregulate the emotions of others. This is a critical skill to have in negotiations—researchers havefound that 75% of a decision is ‘emotional’ and only 25% is ‘rational’. Thus the majority of anegotiation is happening at an emotional level and not at a rational level. Procurement officials whocan effectively manage the undercurrent of emotions inherent in a negotiation are far more likely toachieve beneficial outcomes than those who are unaware of or unable to manage the emotions ofthe interaction.

The proposed workshop will be an interactive, experiential learning session that will cover the facialexpressions and body language that indicate emotional responses, the motivations that areproduced by certain emotions such as anger, fear, or happiness, how to manage one’s ownemotions and the emotions of others, and how to leverage emotional intelligence to buildrelationships and negotiate successfully.

Workshop 2: Using Strengths to Achieve Career Success

Strengths are the parts of your personality that can be productively applied. Every individual haslatent talent that they can leverage to achieve phenomenal results, but most individuals arecompletely unaware of what these talents are and how to use them. When people discover theirpersonality strengths and learn how to harness and direct these strengths, they can unleash theirtrue potential. Studies of the millions people who have taken strengths have found that investing instrengths improves productivity, on average, 12.5%. Business units that learn about their strengthsand invest in them together are on average, almost 9% more profitable after learning and investingin strengths than they were previously.

The workshop will be an interactive, experiential learning session that will include an introduction tostrengths and a strengths-based philosophy, exploring one’s own strengths, learning how toachieve the balconies and avoid the basements of strengths, and creating strengths based goalsand development plans. The strengths workshop is specifically tailored to help the attendees learnhow to negotiate and prepare for negotiations given their specific personality strengths.

To prepare for this session, it is highly recommended that participants (attendees) take anonline assessment that measures their personality strengths. Attendees will need to printand bring the results of their assessment to the Fall Workshop. Completing the CliftonStrengthsFinder test prior to attending the workshop is recommended. It will enhance yourparticipation in Dr. Darby’s workshop sessions.

There are two possible versions of this personality assessment that participants can take.

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1. The gold standard assessment is called Strengthsfinder. It was developed by the GallupOrganization, is the primary assessment used by business globally, has been taken by over25 million people, and the book accompanying this assessment is a #1 New York TimesBestseller. This assessment measures which aspects of your personality are most stronglylinked to success. Attendees can take this assessment online. The cost is $9.99 perperson.

Click in the following link to take the assessment:

https://www.gallupstrengthscenter.com/Purchase/en-US/Product

2. The other assessment is called Values In Action (VIA). This assessment was developed bypsychologists at the University of Pennsylvania. Unlike Strengthsfinder, VIA is designed tohelp people develop their character strengths and values. Attendees can take thisassessment online. There is no cost to take this assessment.

Click in the following link to take the assessment:

https://www.viacharacter.org/survey/account/register

Dr. Darby will also provide each attendee with a one-page summary of the key points of hissessions and a one page activity worksheet. These tools will assist attendees continue theirlearning process and aid in making lasting changes in your lives.

By completing the Clifton StrengthsFinder test you will receive resources, tools, and the followingpersonalized reports, please bring them to the workshop:

1. Strengths Insight Guide

This guide offers an in-depth analysis of your top five strengths. The guide, which is uniqueto your specific combination of strengths, describes who you are in astonishing detail andprovides you with a comprehensive understanding of yourself, your strengths, and whatmakes you stand out.

2. Strengths Insight and Action-Planning Guide

This guide provides an in-depth analysis of each of your top 5 strengths, personalizedbased on your unique strengths profile. It also includes 10 action items for each strength tohelp you think about how to start building and applying your strengths every day.

3. Signature Themes Report

This report presents your top 5 strengths so you can identify your dominant talents and startleading a strengths-based life.

4. Action-Planning Tool

Use this tool to create a customized action plan you can consult regularly to help youcapitalize on your strengths.

5. Quick Reference Card

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This document provides a list of all 34 Clifton StrengthsFinder themes and their respectiveshort definitions.

Workshop 3: Negotiations – Preparation, Principles, Types and Strategies

Presenter: Namita Uppal, C.P.M., Chief Negotiator, Broward County

Bio for Ms. Uppal:

Namita Uppal joined Broward County as the Chief Negotiator in March 2014. Ms. Uppal has overten years of experience in strategic sourcing and negotiating, resulting in reduced costs andincreased efficiencies. Prior to joining Broward workforce, she worked in Miami-Dade County invarious positions within the Procurement Management Division. She has an M.B.A in Marketingfrom India and M.S. in Management Information Systems from University of South Florida, Tampa.She is a Certified Purchasing Manager from Institute of Supply Management.

As the County’s negotiator, Ms. Uppal is responsible for creating a negotiations curriculum todeliver training to County staff in addition to either personally negotiating or assisting projectmanagers on high-dollar/risk, or complex contracts.

Session Summary: “Negotiations: It’s All in The Preparation”

The two-hour training session will focus on preparing for negotiations. The goal is to haveattendees come away with a clear understanding of the critical elements of pre-negotiationpreparation. These elements include, but are not limited to: BATNA, Interests, Options, ObjectiveCriteria, Goal, and Reservation Price. Attendees will participate in a couple of short exercises andwill also be provided a printed copy of the session PowerPoint. Some job-aids will also beprovided.

Workshop 4: Negotiating Professional Services

Presenter: Tammy Spearman, Procurement Specialist, CPPO, CPPB, FCCM

Bio for Ms. Spearman:

Ms. Spearman has over 20 years of procurement experience in the public sector. She is thePurchasing Specialist for the Polk County Board of County Commissioners. Currently, shemanages the procurement process including contract awards for commodities, services,construction and professional services.

Ms. Spearman has obtained several professional certifications including Certified PublicProcurement Officer (CPPO), Certified Professional Public Buyer (CPPB), and Florida CertifiedContract Manager (FCCM).

Ms. Spearman has served as Program Committee Chair for the Tampa Bay Chapter of NIGP andthe Fund Raising Co-Chair for the Central Florida Chapter of NIGP. She has also served as theChair Person for the Bay Area Schools Purchasing Consortium. She has been a member ofFAPPO since 2003 and is currently serving as the Fall Conference Banquet and Special EventCommittee Chair.

Session Summary:

Through this course, the presenter and attendees will dive into drafting and analyzing scopes ofservice, cost data, hourly rates for professionals, dealing with fellow professionals in a negotiation

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setting, and an overview of best practices for conducting negotiations to obtain a favorable contractfor both parties.

Workshop 5: Negotiating RFPs/ITNs

Presenter: Alan Weaver, Sr. Procurement Specialist, CPPO, CPPB, FCCN, FCCM, FCPM

Bio for Mr. Weaver:

Mr. Weaver has been a public procurement practitioner for 24 years, all with the St. Johns RiverWater Management District. He is responsible for solicitation and contract development, andnegotiation agency-wide; claim analysis and review; and contract administration for the executiveoffices, general counsel, human resources, information technology, and finance. He is alsoresponsible for procurement’s contract generation and management system. During the 18 yearsprior to the District, he worked as a project manager and estimator for several contractors thatspecialized in federal, state and local government-funded construction projects. He holds a B.S.degree from Flagler College in Public Administration, graduating summa cum laude in 2013 and isthe recipient of the David B. Shoar Award for academic excellence. He is the Northeast FloridaProcurement Association Chapter of NIGP treasurer, and served on its board of directors since it’sinception in 2005. He is a past president of FAPPO (2004-2005), and sits on its board of directors.

Session Summary:

What factors should be considered when selecting the appropriate means of procuring a service orcommodity? Who should make the determination? Can these decisions be made with a decisiontree? How strict should the policies and administrative directives be when deciding? Should therespondents’ cost to prepare submittals be taken into consideration? What opportunity costs (staffhours/cost, agency costs) is the agency surrendering, if any, when deciding the methodology? Howmuch and to what extent should negotiations be a part of the process?

The above questions, along with others (that may be agency-specific), are factors that should beconsidered when deciding how to proceed with a given procurement. Through this presentation,the instructor and attendees will compare/contrast, examine, and review the intricacies of whenand how to use a Request for Proposals or an Invitation to Negotiate to one’s advantage,especially the negotiations phase. The instructor and attendees will also review and discussnegotiation methods; how exemptions to “Government in the Sunshine” and the “Public RecordsLaw” are applied to benefit the process; review some case studies of successfully negotiated RFPsand ITNs, and how one’s actions can benefit all respondents, especially those that go away withnothing but a memory, rather than a contract, when it all said and done.

FAPPO FALL WORKSHOPOCTOBER 16, 2015

“NEGOTIATING THE PATH”

8:00 – 8:15

Opening Session – Why Useful Negotiation Skills are Essential for Success!

Joe Benjamin, CPPO, CPPB, FCCM

FAPPO President

8:15 – 10:15Improving Negotiations through Emotional Intelligence (see notes)*

Ryan Darby, Ph.D., Associate Professor, Flagler College

10:15 – 10:30 Break

10:30 – 12:30Using Strengths to Achieve Career Success (see notes)*

Ryan Darby, Ph.D., Associate Professor, Flagler College

12:30 – 12:50 Break for Lunch Set-up

12:50 – 1:50 Lunch Break

Breakout Session 1 Breakout Session 2

Time Description/Presenter Time Description/Presenter

1:50 – 3:50

Negotiation: Preparation,Principles, Types and

Strategies

Presenter: Namita Uppal,C.P.M.

Chief Negotiator, BrowardCounty

1:50 – 2:50

Negotiating ProfessionalServices

Tammy Spearman, CPPO,CPPB, FCCM

2:50 – 3:50

Negotiating RFPs/ITNs

Presenter: Alan Weaver,CPPO, FCCN

3:50 – 4:00 Break

4:00 – 4:45The Latest and Greatest on Florida’s Sunshine Law

Presenter: David M. Snyder

4:45 – 5:00

Closing Session

Joe Benjamin, CPPO, CPPB, FCCM

FAPPO President

NOTES:

* Completing the Clifton StrengthsFinder test prior to attending the workshop is recommended. It

will enhance your participation in Dr. Darby’s workshop sessions, visit:

https://www.gallupstrengthscenter.com/Purchase/en-US/Product

You will receive resources, tools, and the following personalized reports, please bring them to the

workshop:

Strengths Insight Guide

This guide offers an in-depth analysis of your top 5 strengths. The guide, which is unique to your

specific combination of strengths, describes who you are in astonishing detail and provides you

with a comprehensive understanding of yourself, your strengths, and what makes you stand out.

Strengths Insight and Action-Planning Guide

This guide provides an in-depth analysis of each of your top 5 strengths, personalized based on

your unique strengths profile. It also includes 10 action items for each strength to help you think

about how to start building and applying your strengths every day.

Signature Themes Report

This report presents your top 5 strengths so you can identify your dominant talents and start

leading a strengths-based life.

Action-Planning Tool

Use this tool to create a customized action plan you can consult regularly to help you capitalize on

your strengths.

Quick Reference Card

This document provides a list of all 34 Clifton StrengthsFinder themes and their respective short

definitions.