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CEO's message: be ready to negotiate in this resurgent economy
As the soft economy begins turning around, demand for many goods and services is rising, a trend that may alter your negotiation strategies. So if you're a seller, be sure you're getting a fair price. And if you're a buyer, expect higher fees and determine under what circumstances you would accept these increases.
Learn more about how to sharpen your negotiation skills and ensure a successful outcome in any economy. Visit our website and contact us with questions or comments.
Marty Finkle, CEO, Scotwork (NA) Inc. |
| Negotiation, step 3: signal | |
In this step, parties change from absolute statements to qualified statements. Be alert for non-verbal signals such as changes in posture and gestures that may reveal true feelings. Verbal signals are typically words such as like, want or need or questions about your stated position. For example, a person asking a question about your proposal is indicating that he or she is interested in it.
These signals convey flexibility and should be rewarded (not punished). So use them to move the process forward.
Next issue, we'll discuss step 4, propose.
Eight Steps
1. Prepare, 2. Argue,
3. Signal, 4. Propose,
5. Package, 6. Bargain,
7. Close, 8. Agree |
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Handle multi-pointed demands together | |
When proposing several connected issues, try to have them dealt with and agreed to at one time in order to maximize the concessions you win.
If the other side presents you with demands, ask them for their priorities. Plus, determine which ones are easiest for you to concede. Then you can agree to lesser demands in exchange for the other party conceding some or all of its major demands.
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| Starbucks can terminate Kraft agreement | |
In a free market, Starbucks holds the balance of power and can distribute its coffee without Kraft, according to Veli Torniainen of General Dynamics, our Nov./Dec. negotiation analysis winner.
An excerpt of his winning opinion
"The judge should allow Starbucks to terminate the agreement. Starbucks offered Kraft a dollar value for the distribution rights, which Kraft turned down. Kraft can continue to distribute its coffee brands to markets as desired, and Starbucks can pursue its own distribution."
Enter this month's contest below on the teachers-school district dispute, and you could win a bottle of wine!
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Teachers vs. school district: you decide | |
Teachers in La Habra, CA, who had gone on strike for two days in December, are battling the school district over recently imposed cuts in salary and other benefits. The key issues:
Teachers
- We've negotiated for 1.5 years and still don't have a contract.
- The La Habra School District took the unprecedented step of a 2% salary reduction and cuts in other benefits.
- We had agreed to a 2% pay cut if it were temporary, which the school board refused to accept.
- 93% of our 225 teachers actively supported the strike.
School district
- In 1.5 years of negotiations, the La Habra Education Association has been unwilling to agree to any concessions.
- The 2% pay cut is still not enough to address our $1 million budget deficit.
- This salary reduction was less than the mediator's recommended 3% cut.
- La Habra teachers are among the highest paid in Orange County, in a district where 87% of students qualify for subsidized lunches.
Give us your opinion and win a bottle of wine!
Which side has the balance of power and why? If you were the judge, how would you rule and why?
Email us (wine in subject line) by Feb. 15 and we'll publish the best response in our next issue and send the author a bottle of fine wine.
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| Negotiating skills course pays off on and off the job! | |
"Scotwork's negotiation course was doubtlessly the BEST and most impactful course I have ever taken. I regularly employ the principles taught to us with great success, both at work and away from work. Thank you again for the terrific training you offered."
John Slonimsky, Novartis
Share your success! If you're a Scotwork client, email your negotiating success story and we may publish it in our next issue. |
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Meet our
lead tutors
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Marty Finkle
Rich Waldrop
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Register for
open courses |
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| | | Register here for our Advanced Negotiating Skills course Feb. 28-March 3. See the full schedule below. | | | | |
Parsippany, NJ | |
-Feb. 28-March 3 | |
-March 28-31
-Apr. 25-28
-May 23-26 | |
-June 20-23 | |
Illinois | | |
-March 14-17 | |
-June 6-9 |
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| About Scotwork North America |
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Scotwork (NA) Inc. is the North American division of Scotwork Negotiating Skills, the world's largest independent provider of negotiation skills training and consulting with offices in 31 countries.
Its seasoned negotiators offer consulting and training in 17 languages to more than 9,000 executives and managers worldwide. Scotwork's clients receive an average return of 10 times the course fee within three months. |
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| Contact us |
Scotwork (NA) Inc.
400 Lanidex Plaza
Parsippany, NJ 07054
973.428.1991
usa@scotwork.com
www.scotworkusa.com If you're not on our list, click here and enter your email. |
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