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

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:
Registration Form:
October 9, 2015
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.
FAPPO FALL WORKSHOP
OCTOBER 16, 2015
“NEGOTIATING THE PATH”
It's never too early to begin planning! The FAPPO Fall Workshop will be held at the Bayfront Hilton
in 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 Historic
District and is within easy walking distance of the Bayfront Hilton. Before or after dinner, you can
enjoy safely walking through the city’s historic avenues
and see some of the oldest structures in America. 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, as we need to give the restaurant a final
head count. The cost of dinner is NOT included in your
registration fee.
The restaurant has set a private dining room aside for
FAPPO members. Come join us for great food and a
good time.
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Fall Workshop Program Synopsis
Quite often, when we attend conferences and seminars, we come away with, “I wish the session
could 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 of
thought, all of which were presented by knowledgeable instructors and practitioners that aided us
in pursuit of honing our skills. This year, in collaboration with FAPPO’s president and the Board, a
decision was made to provide member-practitioners with a focused topic in order to delve deeper
into a specific subject.
As procurement professionals, one of the areas that we clearly demonstrate success to our entities
is through successful negotiations. Whether, achieving favorable terms and conditions or
documenting 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 and
making 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 a
skill that we can only hone by practicing. As we know, practicing poor habits typically produce poor
results.
The morning sessions that make up the 2015 Fall Conference theme, “Negotiating the Path,” are
designed to help us use our emotions and intelligence to our benefit; and to recognize our
strengths, and how to achieve not only negotiation success, but career success as well. The
afternoon sessions, will provide attendees an opportunity to apply the self-awareness lessons
learned 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 afternoon
breakout sessions are below.
Bio for Dr. Ryan Darby
Dr. Darby, has personally given presentations on these topics to numerous government and forprofit corporations, including the Federal Aviation Administration, American Association of the
College of Pharmacy, Wells Fargo, Regions Bank, and Mars, Inc. Estimates of the improvement in
performance because of these presentations vary, though the average improvement reported from
merely attending such trainings is approximately 8%. For public procurement officials, this could
translate into saving their entities thousands of dollars and creating decidedly better career
outcomes for the attendees.
In addition to his role as Assistant Professor of Psychology at Flagler College, he is the Director of
Applied Sciences at EJR Insights, a boutique consulting firm that helps organizations improve their
people factor. He is a frequent consultant to large and small businesses, private and public
schools, and government agencies. He has helped many organizations improve the productivity
and 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 of
management. He has published original research in leading academic journals including Cognition
& Emotion, Basic and Applied Social Psychology, Psychosomatic Medicine, among others, and in
leading industry journals like the Gallup Business Journal. He has held faculty and lecturer
positions in higher education and worked as a Learning and Development consultant and
Research Manager for the Gallup Organization and SAIC. With the Gallup Organization, he worked
on designing measurements of “buyer engagement”, which measured the quality of the relationship
between buyer and supplier. He received his Ph.D. and M.A. in Psychology from the University of
California, 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 and
regulate the emotions of others. This is a critical skill to have in negotiations—researchers have
found that 75% of a decision is ‘emotional’ and only 25% is ‘rational’. Thus the majority of a
negotiation is happening at an emotional level and not at a rational level. Procurement officials who
can effectively manage the undercurrent of emotions inherent in a negotiation are far more likely to
achieve beneficial outcomes than those who are unaware of or unable to manage the emotions of
the interaction.
The proposed workshop will be an interactive, experiential learning session that will cover the facial
expressions and body language that indicate emotional responses, the motivations that are
produced by certain emotions such as anger, fear, or happiness, how to manage one’s own
emotions and the emotions of others, and how to leverage emotional intelligence to build
relationships 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 has
latent talent that they can leverage to achieve phenomenal results, but most individuals are
completely unaware of what these talents are and how to use them. When people discover their
personality strengths and learn how to harness and direct these strengths, they can unleash their
true potential. Studies of the millions people who have taken strengths have found that investing in
strengths improves productivity, on average, 12.5%. Business units that learn about their strengths
and invest in them together are on average, almost 9% more profitable after learning and investing
in strengths than they were previously.
The workshop will be an interactive, experiential learning session that will include an introduction to
strengths and a strengths-based philosophy, exploring one’s own strengths, learning how to
achieve the balconies and avoid the basements of strengths, and creating strengths based goals
and development plans. The strengths workshop is specifically tailored to help the attendees learn
how to negotiate and prepare for negotiations given their specific personality strengths.
To prepare for this session, it is highly recommended that participants (attendees) take an
online assessment that measures their personality strengths. Attendees will need to print
and bring the results of their assessment to the Fall Workshop. Completing the Clifton
StrengthsFinder test prior to attending the workshop is recommended. It will enhance your
participation 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 Gallup
Organization, is the primary assessment used by business globally, has been taken by over
25 million people, and the book accompanying this assessment is a #1 New York Times
Bestseller. This assessment measures which aspects of your personality are most strongly
linked to success. Attendees can take this assessment online. The cost is $9.99 per
person.
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 by
psychologists at the University of Pennsylvania. Unlike Strengthsfinder, VIA is designed to
help people develop their character strengths and values. Attendees can take this
assessment 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 his
sessions and a one page activity worksheet. These tools will assist attendees continue their
learning process and aid in making lasting changes in your lives.
By completing the Clifton StrengthsFinder test you will receive resources, tools, and the following
personalized 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 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.
2. 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.
3. Signature Themes Report
This report presents your top 5 strengths so you can identify your dominant talents and start
leading a strengths-based life.
4. Action-Planning Tool
Use this tool to create a customized action plan you can consult regularly to help you
capitalize on your strengths.
5. Quick Reference Card
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This document provides a list of all 34 Clifton StrengthsFinder themes and their respective
short 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 over
ten years of experience in strategic sourcing and negotiating, resulting in reduced costs and
increased efficiencies. Prior to joining Broward workforce, she worked in Miami-Dade County in
various positions within the Procurement Management Division. She has an M.B.A in Marketing
from 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 to
deliver training to County staff in addition to either personally negotiating or assisting project
managers 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 have
attendees come away with a clear understanding of the critical elements of pre-negotiation
preparation. These elements include, but are not limited to: BATNA, Interests, Options, Objective
Criteria, Goal, and Reservation Price. Attendees will participate in a couple of short exercises and
will also be provided a printed copy of the session PowerPoint. Some job-aids will also be
provided.
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 the
Purchasing Specialist for the Polk County Board of County Commissioners. Currently, she
manages the procurement process including contract awards for commodities, services,
construction and professional services.
Ms. Spearman has obtained several professional certifications including Certified Public
Procurement Officer (CPPO), Certified Professional Public Buyer (CPPB), and Florida Certified
Contract Manager (FCCM).
Ms. Spearman has served as Program Committee Chair for the Tampa Bay Chapter of NIGP and
the Fund Raising Co-Chair for the Central Florida Chapter of NIGP. She has also served as the
Chair Person for the Bay Area Schools Purchasing Consortium. She has been a member of
FAPPO since 2003 and is currently serving as the Fall Conference Banquet and Special Event
Committee Chair.
Session Summary:
Through this course, the presenter and attendees will dive into drafting and analyzing scopes of
service, 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 contract
for 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 River
Water Management District. He is responsible for solicitation and contract development, and
negotiation agency-wide; claim analysis and review; and contract administration for the executive
offices, general counsel, human resources, information technology, and finance. He is also
responsible for procurement’s contract generation and management system. During the 18 years
prior to the District, he worked as a project manager and estimator for several contractors that
specialized 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 is
the recipient of the David B. Shoar Award for academic excellence. He is the Northeast Florida
Procurement Association Chapter of NIGP treasurer, and served on its board of directors since it’s
inception 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 or
commodity? Who should make the determination? Can these decisions be made with a decision
tree? How strict should the policies and administrative directives be when deciding? Should the
respondents’ cost to prepare submittals be taken into consideration? What opportunity costs (staff
hours/cost, agency costs) is the agency surrendering, if any, when deciding the methodology? How
much 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 be
considered 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 when
and 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 discuss
negotiation methods; how exemptions to “Government in the Sunshine” and the “Public Records
Law” are applied to benefit the process; review some case studies of successfully negotiated RFPs
and ITNs, and how one’s actions can benefit all respondents, especially those that go away with
nothing but a memory, rather than a contract, when it all said and done.
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FAPPO FALL WORKSHOP
OCTOBER 16, 2015
“NEGOTIATING THE PATH”
Opening Session – Why Useful Negotiation Skills are Essential for Success!
8:00 – 8:15
Joe Benjamin, CPPO, CPPB, FCCM
FAPPO President
8:15 – 10:15
Improving Negotiations through Emotional Intelligence (see notes)*
Ryan Darby, Ph.D., Associate Professor, Flagler College
10:15 – 10:30
10:30 – 12:30
Break
Using 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
Time
1:50 – 3:50
Breakout Session 2
Description/Presenter
Time
Negotiation: Preparation,
Principles, Types and
Strategies
Presenter: Namita Uppal,
C.P.M.
Chief Negotiator, Broward
County
3:50 – 4:00
4:00 – 4:45
1:50 – 2:50
Description/Presenter
Negotiating Professional
Services
Tammy Spearman, CPPO,
CPPB, FCCM
Negotiating RFPs/ITNs
2:50 – 3:50
Presenter: Alan Weaver,
CPPO, FCCN
Break
The Latest and Greatest on Florida’s Sunshine Law
Presenter: David M. Snyder
Closing Session
4:45 – 5:00
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.