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Supply chain analysis: manufacturing revival underscores need for negotiation skills
In some welcome good news, American manufacturing may be expanding in the next three years, according to a recent report by the Institute for Supply Chain Management.
Additional business opportunities, higher revenues and more jobs should be just around the corner. So be ready for what lies ahead:
- With a growing workforce, more negotiations on personnel issues
- Greater outsourcing to third-party vendors, making negotiations more complex
- Need to better understand manufacturing supply chain
Scotwork NA's extensive and in-depth experience with procurement and supply chain management can help you maximize the results of your negotiations. Contact us.
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Negotiator's paradox: don't dilute arguments with weak points
From the Scotwork blog
Adding more features devalues a product, according to a recent study. Amazingly, consumers were prepared to pay less for a tablet computer bundled with a series of apps than the same computer without these features.
When negotiating, don't back up strong arguments with weaker ones that can derail your progress. Because the other side will pick off the feeble points and put you in a bad spot. Stick to your guns and clearly state your point and appreciate the value of silence.
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Tutorial: generosity can promote greed
 Be careful about goodwill gestures. While a well-timed gesture can foster a more cooperative atmosphere, in many cases an unconditional concession will be seen as a sign of weakness and encourage aggressive behavior by the other side.
Plus, a concession sacrificed early in the process will get you nothing later on when the negotiation gets tougher. Goodwill arises from doing the deal, not giving the store away. Your well-intentioned generosity can generate greed instead of gratitude.
If you want to be generous, give to charity--especially now when so many people are recovering from Hurricane Sandy.
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2013 course dates available--more cities!
 Scotwork NA has expanded its 2013 open course locations in the U.S., which now include Raleigh and Las Vegas, in addition to Parsippany, Chicago, San Francisco and Houston.
Our open course participants appreciate the opportunity to work with those from other backgrounds and roles. Plus, the format is ideal for individuals or when it's not possible for groups of 12 in one company to attend a training in the same week. It also allows firms to test the Scotwork program with key individuals before rolling it out across their organizations. Dates for 2013 courses in Canada will be posted soon. View our 2013 U.S. course dates online. |
Stay tuned for more negotiation tips in our next newsletter.
Happy negotiating,
The Scotwork NA Team
usa@scotwork.com | (973) 428-1991 | www.scotworkusa.com Join our alumni group Visit the Scotwork blog  |
