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Tutorial: Negotiating with experts (Scotwork alumni)
As the Scotwork brand expands and the number of course participants continues to climb, you may find yourself negotiating with fellow ANS alumni who have learned the same gold-standard techniques.
If you do, consider yourself lucky. Because it'll allow you to ask more probing questions, better analyze the other party, shorten the decision time, and achieve more value.
Tips for trading with ANS alumni
- Get decision makers on both sides involved sooner.
- Be more open with information, and tell the other party what you need ahead of time.
- Don't try to trip up those on the other side because they'll be ready for it.
- Provide direct answers to direct questions.
- Don't add irritant factors (unimportant to you but critical to the other side).
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Scotwork blog: Negotiating bedtime and taking out the trash
 Negotiation skills can be used in so many walks of life. One recent participant told me that her 4-year-old son had insisted every night that she lay next to him until he fell asleep. Then, one night during the course, she asked him, "Under what circumstances would you be comfortable to sleep alone?" He told Mum that if anything bad happened, she couldn't hear him. But if she bought a baby monitor so she could hear him (this from a 4-year-old!), he would be fine. This well-phrased question saved an hour each night! Read more tips on negotiating at home (and avoiding some common pitfalls) in Simon Letchford's post on the Scotwork blog. |
Supply chain report: Control transportation costs with incentives
Some experts believe that buyers can save substantial dollars on transportation costs, including through constraint-based truckload bids, which penalize or reward carriers depending if they cost or save you money. (See link to white paper at SupplyChainBrain.com.
One of the best ways to make this work is through incentives that can save money for both sides. For example, if you've entered into a $10 million annual contract with a trucking firm, you may anticipate that a 90% on-time delivery rate would save you $200,000. So in the bidding process and subsequent negotiations, you could offer the carrier a rebate of 25% ($50,000), contingent upon on-time delivery at least 90% of the time over the duration of the contract.
Find out more about using incentives in negotiations. Contact us.
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Ready for the next step? Scotwork Strategic Negotiating
Become even more valuable to your team by enrolling in Scotwork Strategic Negotiating (SSN), open to all ANS graduates. Learn to:
- Guide participants through complex strategic negotiations.
- Explore new ways to analyze and deploy wish and concession lists.
- Use our new PODEL diagnostics tool to help develop a structured analysis of the negotiation and clarify your next steps.
- Analyze how the other side perceives you.
Space is limited. See the dates on the left and contact us
for more information.
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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  |
