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Tutorial: Is your trading partner an introvert?
As negotiators, we always want to know how our trading partner makes decisions. In The Art of Speed Reading People, the authors explain that extroverts typically speak from the heart rather than from facts while introverts tend to take in information before making a decision.
So recognize who's on the other side of the table and how they process what you say. For example, if you're an extroverted seller, be careful not to overwhelm--and turn off--an introverted buyer. Instead, regroup and figure out how to make a proposal that this individual will accept after having time to think through it.
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Supply chain report: Expedite contracts
Delays in executing contracts, due to factors such as multiple revisions and difficulty securing internal approval, are among manufacturers' toughest supply chain issues. (See article in EBN, a source for global supply chain news.)
Scotwork's negotiation process, which encourages both sides to get procurement involved early and to clarify agreements before signing, can help you expedite deals and lessen the likelihood of others on both sides revisiting their decisions.
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Testimonial: No more anger
"As I've been reflecting on the course, I naturally began to compare it to my previous negotiation training and coursework and made a relatively significant observation.
"I realized that at no point during any of the mock negotiations did I ever get angry or feel the need to raise my voice, yet in most cases my team still achieved its objectives.
"This is a stark departure from past experiences, where anger felt like a natural byproduct of the negotiation process. Personally, I think that observation says more about the effectiveness of the technique than any PowerPoint presentation could ever convey."
Gavin Hill
General Dynamics
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Scotwork blog: Listen up!
 by Stephen White A recent article in The New York Times compares the physiological aspects of hearing and listening. The author says the process of hearing works from our ears to an area in the brain that's automatically able to register and then tunes out background noise. But with listening, when our attention is grabbed, the electrical impulses from our ears take a pathway to an area of the brain associated with computation. It's obvious that listening skills are important to negotiators. Listening to the original statement and then repeating it carefully, spotting any differences in language or inflection, will reveal information about priorities, motives and power, which can be game-changers. 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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usa@scotwork.com | (973) 428-1991 | www.scotworkusa.com Join our alumni group. Visit the Scotwork blog. 
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