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Video tutorial: Ask "curious" questions
Good negotiators ask probing questions that reflect their curiosity. Learn how a professor's lack of penetrating questions prevented him from finding out about his wife's secret affair.
Watch 2-minute video by Scotwork's Stephen White.
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Tutorial: Do you need to be replaced?
You're an experienced negotiator with a track record of securing excellent results. And now you're being asked to step down in favor of someone else. Are you kidding me?
When the chemistry isn't right between you and your trading partner, the deal may be doomed. Because the other person may ignore the terms of your proposal and focus only on his or her displeasure with you.
Too close with training partner
Even if you've cultivated a successful long-term relationship with a client or vendor, you may be hurting your company by giving too much away to your "good friend."
So be bold enough to know when to back out. It's just business, and nothing personal.
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Supply chain analysis:
No talk, no gain
If you're a procurement specialist hitting a dead end trying to derive more savings from methods like reverse auctions, you may be considering complex processes like spend analysis and strategic sourcing to lower costs. Start with a richer dialogue with suppliers, so you won't miss out on potentially cost-savings i nnovations. For example, though you've locked in an apparently good price for service over the next 3 years, your vendor may have introduced a more efficient delivery system with a lower price tag. But if you don't talk to him or her, you'll never know.
So buyers, keep the conversations going with suppliers. And suppliers, don't keep clients in the dark about your latest advances.
ISM credits
Earn Institute of Supply Chain Management (ISM) credits at Scotwork's courses. Email us.
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Scotwork NA: "Mover and shaker"
 Trainingindustry.com named Scotwork NA as one of its "movers and shakers" for 2013.
This leading industry website highlights the latest news, case studies and best practices in the training field. See link.
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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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