CEO's message: Save integrity, not face
Greetings!
Shame on you, Democrats. Shame on you, Republicans.
Crucial decisions--especially those that affect the welfare of millions--should never be based on saving face. Leaders on both sides aptly demonstrated the wrong way to make decisions, before finally salvaging a deal to avoid the government shutdown.
So what can you as a negotiator learn from the near debacle in Washington? Lack of preparation can catapult you into a predicament that may trigger poor judgment (sound familiar, politicians?).
Say you're about to close a deal to provide goods for 2014. But at the 11th hour, management steps in and forbids you to offer discounts already promised. Or, as the buyer, you're contacted at the last minute by procurement and ordered to get an additional 10% price cut.
Prepare thoroughly for every negotiation. Involve key players from both sides early in the process, analyze your trading partner's goals, and anticipate his or her moves. This will help keep your negotiation at a high level of integrity, focused on real issues and not on looking good.
P.S. If you've got any buddies in Washington, go ahead and forward this to them.
Marty Finkle,
CEO & Lead Tutor
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Tutorial: Get ready for your next move with our playbook
 How well do you handle objections? How do you respond when asked (as the supplier) why your price is 15% higher than expected, or (as the buyer) why you can't sign an 18-month contract instead of the 12-month contract you had agreed to?
In our special course, Coaching Negotiation Playbooks, we'll work with your leaders to prepare for likely situations. Our custom-designed playbook will address issues based on your business initiatives. For example, in preparing for a potential question on your higher price, we could address the client's specially requested specs, logistics and delivery as factors that affect what you need to charge. Plus, we'll help you develop a list of concessions you can offer other than price.
Find out how a custom-designed playbook can maximize your results. Contact us.
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Supply chain analysis: Get to know customers & suppliers
Today, leading manufacturers are more focused on understanding their customers. So learn all you can about your client or supplier before the negotiation begins.
Analyze their buying patterns, political and business influencers, key performance indicators and other issues that will enable you to ask the right questions during the preparation phase. In doing so, you'll increase the likelihood of the other side saying "yes" to your requests.
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Blog: Creative wish list secures better deal for pre-owned Honda
 How do you negotiate when the seller won't move on price? See how a robust wish list enabled a father to get his son a great value on a pre-owned Honda Civic and build a good relationship with the dealer. Read John Leehman's blog.
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How-to column: Streamline RFPs
Stop wasting time on RFPs. Buyers, learn how to manage this process to secure the best value.
Sellers, see the buyer's perspective to help submit winning RFP bids.
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Wanted: tough negotiation questions--win bottle of wine
 Have a challenging question about negotiation? We'll answer it so you can achieve better results. In the next issue of Negotiating for Success, Scotwork NA will launch a Q&A column where we'll reply to some of your questions (names optional). The person who asks the most intriguing question will win a bottle of fine wine. Email us with "Scotwork question" in the subject line by Nov. 8.
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