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Tutorial: If you're "losing," make a proposal
If you agree more with the other side's arguments than your own, especially when you're not emotionally committed to your position, get out of the Argue step. Because it'll get increasingly uncomfortable trying to defend the indefensible. See this example:
A consumer packaged goods company, frustrated that it couldn't give the requested level of promotional dollars to a key client, instead offered a value pack for that client's customers. Both sides walked away happy. The client got a better deal, while the consumer packaged goods firm got rid of old inventory without giving away promotional dollars, saving $50,000.
So when you're on the losing side of an argument, make a proposal.
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Scotwork blog: Be ready for changing circumstances
 Recording and capturing signals of flexibility from the other side, particularly in long-term relationships, is always valuable. By understanding the circumstances under which a better deal, or a deal at all, may be possible, you can achieve that goal, or at least a change in circumstances. It may be worth the wait. One man's circumstances changed dramatically after Neil Armstrong's walk on the moon. Read about this bizarre turn of events in Alan Smith's "Time. Friend or Foe," on the Scotwork blog. |
Supply chain report:
Hitting a brick wall on price? Find something else valuable
While supply chain costs have dropped in the past four years, customers are now pushing back on cost-cutting measures and focusing more on better service. (Read article in Supply Chain Management Review).
When you face a numbers barrier--such as a supplier that can't cut costs anymore or a buyer without the capacity to pay your bottom-line price--identify something valuable that those on the other side can offer you. Plus, ask what's valuable to them.
This type of open dialogue can catapult the negotiation into the next phase. And remember, whenever you're asked to give something up, ask for something of equal value in return.
Want to further discuss this strategy? Contact us.
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New website offers tips & quiz
Check out our newly designed website, offering a dynamic look at why Scotwork is the world's negotiation skills leader.
Access tips on increasing profitability, resolving conflicts and other strategies. And see how you do on our interactive negotiation quiz. Go to www.scotworkusa.com. |
ASTD, training group, honors Scotwork NA
The northern New Jersey chapter of the American Society for Training and Development presented Scotwork NA with the prestigious President's Award for its year-long commitment to the organization.
Scotwork NA offered free workshops to NNJ-ASTD members and provided space for chapter events.
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Have a safe and joyous holiday season.
Stay tuned for more negotiation tips in our next newsletter.
And we welcome your feedback!
usa@scotwork.com | (973) 428-1991 | www.scotworkusa.com Join our alumni group Visit the Scotwork blog 
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