|
Tutorial: Don't get "funneled" into dealing with price
 | |
A negotiation is like a cylinder, around which issues continually flow.
|
Too often, our negotiations are like traveling through a funnel, where issues only get dealt with as the process unfolds. We wind up dealing with only one difficult issue--usually price--which shouldn't be handled in isolation.
Think of each negotiation as a cylinder, where issues can be dealt with and removed from the agenda while other variables can be added from your wish list. So if price becomes part of the final agreement, you have other issues to help repackage and enrich the deal.
|
|
Scotwork blog: Negotiating with bullies
 When facing a bully in negotiation, should you behave the same way? Each of us has encountered these types of negotiators: - Customer who threatens to give your business to a competitor if you don't give in to what he or she wants.
- Family member or close friend who behaves as a victim, playing the guilt card.
- Angry boss when the outcome is not what he or she expected.
Be prepared for bully negotiators. Understand your needs and limits so you can resist the temptation to accept a bad deal under pressure. Read the entire post from Lead Tutor Gaëtan Pellerin on the Scotwork blog. |
Supply chain report: Outsourcing more? Sharpen your negotiation skills
More outsourcing may be on the horizon for supply chains (article link below), underscoring the need for richer negotiation dialogue.
If your company plans to
outsource major functions, take the time to understand the needs of the remaining departments and individuals. This effort will allow you to negotiate more effectively with vendors and cultivate long-lasting working relationships.
Read article in Supply & Demand Chain Executive Magazine.
And if you are outsourcing more, contact us to discuss the importance of enhancing your negotiation skills.
|
Scotwork in the news: Sbarra's article explains how to streamline RFP process
Requests for proposals (RFPs) shouldn't be overly complicated, stressful and time wasters, according to Sandy Sbarra, Vice President and Lead Tutor.
He lays out the steps for streamlining this process in his featured column, "How to Relieve RFP Pain," in Supply & Demand Chain Executive Magazine. Read article.
|
Become more valuable to your team: Scotwork Strategic Negotiating
Take your negotiation skills to the next level and achieve even better outcomes. Enroll 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 the next steps.
- Analyze how the other side perceives you.
Space is limited. See course dates on the left and contact us.
|
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 
|
