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Tutorial: Use time as a variable
Negotiation requires at least two variables, so you can concede an item of lesser importance to gain an item of greater importance. But if you've only got one, think about time as another variable.
So if price is the only variable that's come up in negotiations with a service contractor, ask these types of questions:
- When should the contract start?
- How long will it continue?
- When will it be reviewed?
- Will different categories of products be affected at different times?
Last-minute postponement forces signed contract
Terms of negotiation often change over time, as one firm learned after reserving a vendor's services months in advance (with no contract) only to bail out at the last minute.
When the firm requested a hold on a new date, the vendor insisted on a signed contract--and got it.
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Supply chain report: Offer incentives to lower costs
U.S. manufacturers want to lower the costs of goods sold by an aggressive 1.5% to spur margin growth, according to a study by The Hackett Group. (Read article in Supply & Demand Chain Executive.)
If you want to reduce your purchasing costs, learn how to effectively negotiate with vendors. Give them a reason to keep prices down. Consider offering incentives like a longer-term contract, an agreement to purchase additional products, or a referral to another division. Then they can get what they want--on your terms.
Earn ISM credits
You can receive Institute of Supply Chain Management (ISM) credits at Scotwork's courses. Email us to learn more.
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Testimonial: Clients react better
"As a graduate of a Top 25 Executive MBA program (where negotiations accounted for 10 weeks of study), I found Scotwork's negotiation training to be more beneficial.
"Your teaching style and instant feedback allowed me to strengthen my skills. The cases were highly relevant, allowing me to understand the real-life application of concepts. I have already seen great improvements in how clients react to my requests."
Joel Rackham
MarketStar
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Scotwork blog: Got a complaint? Don't wait!
 by John Leehman On a recent stay at a national hotel chain, I requested a 5:30 a.m. wake-up call, but the front desk never called and I woke up at 7:10 a.m. In the next 20 minutes, I showered, packed, checked out and rushed to my 7:30 meeting. I was not pleased! Before my Scotwork days, I would've vented my anger vociferously at an innocent desk clerk, who would've probably given me a polite "I'm sorry" and a small discount. But now I develop a wish list for these inconveniences, and know that I'll only be satisfied if I propose the solution. So I asked for and received 20,000 reward points from the hotel! And the desk clerk was able to keep the room revenue and a good customer. If you have a complaint, propose your solution. You'll usually get what you want and avoid bad feelings all around. Read entire blog post. |
Achieve better outcomes: Scotwork Strategic Negotiating (SSN)
 Enroll in Scotwork Strategic Negotiating (SSN), open to all ANS alumni. Learn to:
- Explore new ways to analyze and deploy wish and concession lists.
- Use our new PODEL diagnostics tool to create a structured analysis of the negotiation and clarify next steps.
- Analyze how the other side perceives you.
Space is limited. See course dates on the left and contact us.
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Stay tuned for more negotiation tips in our next newsletter.
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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