Ply-Tt{mu T[est, Inc.

Remanryfizcture4 Wtolesaler and Stocfr.ing Distributor of Forest Products including lames Hardie Fiber Cement Products and Cedar trlalley Sltingle Sysrems

Specializing in:

Cut-to-size plywood, scar{ed plywood, Ply-Ihim and Duraboard for fascia, corners, columns, window & door surrounds, panel sanding, T&G two or four edges, saw texturing, special laminated thick panels.

Thucli, Rail: UR BlT, and Piggyback Yan

Polyethylene Overlays

Metal Overlays

Food Containers

Farm Industrial Agriculture

Mezzanine Decks

Livestock & Show Animal Stalls

Long and Wide Plywood

PIy-Trim West,Inc.

Tacoma, Was/tington

I Pallets

I Grooved to Order I Refrigeration Units f Slideout RV Flooring

I Pontoon Boat Flooring

Fruit Bins

Concrete Forming

Call on Plywood l)rops

'I CAI,L TACOMA FOR PLYWOOD DROPS

(253) 572-7300

(800) 966-8746

FAX: (253) 272-5270

H"ry, D. Hoffman

Pat Scalera

Guy Scalera

Mark Reed

Port Ange les, Wasltington

(360) 452-7540

(800) 899-7300

FAX:(360) 452-7540

John Blauser

PIy-Trim,Inc.

Youngstou.,n, O/tio

(800) 759-8746

FAX: (330) 799-2908

John Fire

John Nalpaver

Robin Kempf

Wayne Johnson

Clyde Wolfgang

( Continued.[rom page 56 ) on the suspect's side. This tactic is designed to get you to make concessions without the other side making any in return.

If you find yourself in a good guy/bad guy situation, the best response is to ignore it. Recognize this game for what it is, but don't play along and don't allow the good guy to influence your decision. The best technique is to let your counterparts play their game, while you watch out for your own interests.

factic #l - ",-n"d Authority

This tactic is a variation on the good guy/bad guy routine, but instead of two people working over you, the one person you're dealing with tells you that he or she must approve any deals with an unseen higher authority.

Sometimes, this higher authority exists, but other times your counterpart will create this figure to gain an edge in the negotiation process.

So just because your counterpart tells you, "It's out of my hands," don't automatically assume the person is being honest. In this type of situation, two options exist: one, ask to deal directly with this so-called higher authority; or two, test the limits of your counterpart. You may find that although the other person has used this tactic to force you into backing down, if you keep at him or her, you may get what you want.

Tactic #i - tn. Red Herring

This technique comes from fox hunting competitions, where one team drags a dead fish across the fox's path to distract the other team's dogs. At the bargaining table, a red herring means one side brings up a minor point to distract the other side from the main issue. Effective and ethical negotiators generally agree that this tactic is the sleaziest of them all.

When your negotiation process is bogged down with a minor problem, and your counterpart insists on settling it before they'll even talk about more important issues, then you are probably dealing with a red herring. In this case, use extreme caution, and suggest setting the issue aside temporarily to work out other details.

factic #6 - tn. Triar Banoon

Trial balloons are questions designed to assess your negotiating counterpart's position without giving any clues about your plans. For example, you may ask your counterpart, "Would you consider trying our services on a temporary basis?" or "Have you considered our other service plans?" Essentially, these types of questions put the ball in your counterpart's court, and the nice part about them is they aren't really offers. They allow you to gain information without making a commitment.

When you're on the receiving end of a trial balloon question. you may feel compelled to answer it thoroughly. To maintain your edge, resist this temptation and counter with another question. For example, if someone asks, "Would you consider financing the house yourself?" respond, "Well, if I did, what would your offer be?"

Tactit #? - row-nauing

Low-balling is the opposite of the trial balloon. Instead of tempting you to make the first offer, your counterpart will open the process with a fantastic offer. Then after you agree, they start hitting you with additional necessities.

For example, say you see an ad for a product priced lower than other stores. But then after you agree to buy, the sales representative uncovers the hidden costs, such as shipping or installation. In the end you probably pay more than you would have at another store listing a higher price on the product. To avoid falling victim to this tactic, ask your counterpart about additional costs before agreeing to any deal.

Tacic #8- tn" Bait & Swtch

Similar to low-balling, the baitand-switch tactic should be avoided. Your counterpart may try to attract your interests with one great offer, but then hook you with another mediocre one. This tactic will almost always burn you, unless you can recognize it. If your counterpart were really able to offer a genuinely good deal, they wouldn't have to resort to bait-andswitch.

Tactic #9- o,r,r"*eous Behavior

Outrageous behavior can be categorized as any form of socially unacceptable conduct intended to force the other side to make a move, such as throwing a fit of anger or bursting into tears. As most people feel uncomfortable in these situations, they may reduce their negotiating terms just to avoid them.

However, the most effective response to outrageous behavior is none at all. Just wait for the fit to die down before reacting, because emotional negotiations can result in disaster.

Tactic #l0- rhe written word

When terms of a deal are written out, they often seem non-negotiable. For example, when was the last time you negotiated a lease, a loan, or even a service contract that was typed up in advance in an official-looking document? You probably assumed these deals were non-negotiable, and for some reason most people make the same mistake of accepting terms that appear in writing.

The best defense against this tactic is simply to question everything, whether it appears in writing or not. You'll inevitably run into some standard, non-negotiable documents, but it never hurts to ask questions. You may be surprised how many contracts actually are negotiable when challenged.

Before you rush into your next negotiation situation, make yourself aware of these tactics and how theY affect the process. When you learn the uses and defenses of these negotiation techniques, you can reach more mutually beneficial agreements and win more sales on better terms.

Dreamy Deck Products

Thermal Industries has added two products to its line of Dream Deck composite decking.

crete columns with Loctite adhesive. With steel columns, powder-actuated fasteners can be used. After drying, drywall installation can begin.

- Please contact (888) 562-8483 or v i s it www.fastframe. loc t ite.c om

Great Mouldings

Great Mouldings are crafted for exterior use from solid white cellular PVC for the look and feel of wood. Available from Advanced Trim Works, the line includes 20 mould-

Provenance line from Hanson Roof Tileis a departure from typical Mediterranean roof tile desisns.

Dream Deck with Vy-Grain is a vinyl deck plank with a textured woodgrain pattern that comes in white, earthtone and gray. The tongue-and-groove design eliminates the need for spacer tools and gives the deck's surface a clean. fastener-free appearance.

The Dream Composite Plank has a rough-sawn finish with a top Vgroove design, and is available in sandalwood or gray.

- Please contacl 800) 245-1540 or vi sit www.t he rma I ndu s t rie s.c o m

Speedy Column Framing

Loctite Fast Frame column framing system from the Henkel Group reolaces standard stud and track installation with brackets.

Fast Frame can be attached to con- ings in popular profiles and sizes. All come in 16' lengths, except the dentil mouldines in 8' and 10' lengths. The comfany can also replicate custom or historical profiles.

- Please contact (877) 822-7745 o r v i s it www.advanc e dt rimw orks.c om

Planning Software

Pondersosa Warehouse Management System was developed by Computer Associates for the building materials and millwork industry.

The system uses laser bar code technology and wireless handheld scanners to improve accuracy, control and productivity in all facets of warehousing operations.

- Please contact (800) 422-4782 o r v i sit www.c tti soft.c om

Traditional Roof Tiles

By emulating the limestone roof tiles of Cotswald cottages, the

Available inl4 colors and three finishes, the new concrete tile lends itself to a wide variety of architectural styles, including English and French country, Cape Cod and American traditional.

- Please contact (800) 41 1-8453 or v i sit www. hans o n r o oJt i I e.c om

Durable Work Gloves

The Illinois Glove Co. offers new high-performance work gloves for orofessional and home use.

The framers glove is made of premium-grain goatskin with half-finger construction at the thumb. first and second finser.

Also made of premium goatskin, the regular work glove has reinforced palm patches, knuckle-padding, and a spandex back.

- Please contact (800) 342-5458 or visit www.illinoisglove.com

Fancy Wood Mouldings

Carved and pierced wood mouldings from Outwater LLC are available in hard maple, cherry and oak in five design profiles.

pump.

The device moves up to 8 gallons of water per minute at l0 ft. of lift.

- Please contact (800) 645-5428 or v is it www.ame ricanp lumber.com

Luxury Vinyl Flooring

The Good Living Collection from Tarkett was redesigned to offer the look of weathered stone and classic wood in easy-maintenance vinyl tiles.

Blocks of Cool Color

Glass Block Innovations' preassembled glass block products are now available with fiber optic technology that provides diverse color and lighting effects.

Predrilled opposing holes in each end can be joined together with simple wooden dowels for consistent, uninterrupted designs.

All pieces are presanded and ready to be stained or painted.

- Please contact (800) 835-4400 or visit www.outwater.com

Variable Decking

TimberTech's Floorizon composite decking is available with a VertiGrain surface that ensures one-of-a-kind appearance variation from plank to plank, like real wood.

Java, aged marble and canyon rock are available in 12"x12" tiles; woodlooks come in 4" and 6" olanks and a variety of wood colors.

- Please contact (800) 227-4662 or visit www.tarkett.com

All-ln-One Measuring Tool

Great Neck Saw has develooed Mark & Measure as an all-in-one product for do-it-yourselfers.

The measuring tool incorporates a square, 16' tape measure, a carpenter's pencil and sharpener. The front edge can be used as a saw guide, and an angle marker indicates all typically used angles.

- Please contact (800) 457-0600 or v is it www. preatnecksaw.com

Because there is no electricity in the fiber optic cable, the product provides safe and energy-efficient illumination in block windows, shower enclosures, walls or partitions.

- Please contact (877) 664-7688 or vi sit www. gbwindow s.com

Benchtop Miter Saw

Metabo USA has added a 12" miter saw to its line of benchtop woodworking tools.

Formulated of plastic resins and oak wood flour, the decking comes in three colors and requires litile maintenance beyond periodic cleaning.

- Please contact (800) 307-7780 o r v s it www.timbe rtec h.com

Flood Insurance

American Plumber's l2-volt battery-powered back-up system protects against flooding of basements due to power outages or failure of the main

The KGS 305 was designed to crosscut material Dp to I2-112" wide and 4-314" high.

Roof pitch angles are indicated on the miter scale for quick, precisae cuts, although users can set their own miter indent for repetitive cuts with no existing stop. Dust is collected in a trough at the base of the saw.

- Please contact (800) 638-2264 or visit www.metaboltse.cqm

Freedom 600 and 800

MW Windows & Doors has introduced its Freedom 600 and 800 series of clad-wood windows and patio doors.

Freedom 600 is a competitively priced, pre-finished line of clad-wood windows and patio doors. Freedom 800 is a oremium line with a PVC exterior cladding over a solid wood sash and frame.

Both include warm edge insulating glass, come in a variety of standard sizes, and a wide variety of accent windows and architectural shapes.

- Please contacr (800) 999-8400 or visit www.mwwindows.com

Copperhead Wood Screws

Copperhead wood screws from Pe,v Technology have an anti-corrosion coating and are recommended for use with ACQ, CBA-A and CA-B treated lumber.

Designed for use with Pev's Pl3 autofeed screwdriver system, they are available in collated strips of 50 screws in 2".2-112" and 3" sizes (sharp point and type 17).

- Please contact (704) 394-3141 or visit www.pamfast.com

Spray and Go

Ekho thermoset adhesive from Westech Aerosal Corp requires no dispensing equipment, making application easier and less expensive.

The oroduct dries in l0-15 minutes and can be used in place of hot melt, polyurethanes, and two-part and multi-stage epoxy adhesive systems.

- Please contact (877) 674-2010 or visit www.ok2 sorav.c om

Instant Decking

Integrated Composite-Technologies, Inc., the manufacturer of Evergreen Wood Composites, has developed a new overlayment product.

EverDeck composite tiles snap together to cover any reasonably flat and solid surface. They can be used to cover cracked or stained concrete, or to create a garden path or entertainment area over bare earth or grass.