CEO's message: Don't do the end around
Greetings!
We can always count on the folks in Washington for a juicy negotiation controversy--like the recent letter sent by 47 senators to the leaders of Iran about the proposed nuclear proliferation deal.
I'm not here to play politics. Like all of you, I just want peace in the Middle East, as well as in the rest of the world. But whether you're negotiating for peace or for a better deal, your best intentions can backfire if everyone in the organization isn't aligned.
A national sales director learned this the hard way after offering his buyer a five-year agreement that he believed put his company in a strong position. Then the buyer then called the sales director's boss who, in his eagerness to close the deal, caved in and gave away some key provisions--seriously weakening his company's negotiating position.
Be sure everyone in your organization is aligned so nobody does an end-around that can thwart your chances of a favorable agreement.
|
Tutorial: Know what's driving the other side
When preparing for your next negotiation, try to determine the other party's objectives so you don't give away concessions unnecessarily, like the supplier does in this example:
Buyer: I want the product delivered in 45 days, not the 60 days you proposed.
Supplier: I'll deliver it in 60 days with a 10% discount.
Buyer: I need it in 45 days with the 10% discount.
Supplier: Why do you need it in 45 days?
Buyer: We have a new store opening in 30 days--so thanks for the discount.
Had the supplier figured out that the buyer was more interested in a shorter turnaround time than a lower fee, it could've satisfied this need without undercutting fees.
|
Testimonial: "Scotwork NA helped me negotiate upcoming contract"
"Scotwork North America taught me how to think innovatively about my negotiation.
Without the numerous examples and workshop assignments, I would not have been able to present my client with additional options for services and payments.
"Working with John Leehman one-on-one helped me address difficult questions on an upcoming contract and prepare me for various options."
Rose Rios, DrPH
KOLComm, LLC
|
Does driving down costs affect the quality of what we buy?
After discovering that radish extract was an ingredient in his tart, Alan Smith reflects on society's preoccupation with price.
Read Do you like radish?
|
Executive round table: June 19 in NYC
Following the resounding success of its first roundtable last year, Scotwork NA will host its Second Annual Round Table on June 19 in Manhattan. Any executive interested in attending should contact Jessica Day.
|
NYC open courses: May, July & Nov.
Due to high demand throughout the New York metropolitan area, three open ANS courses have been scheduled for Manhattan.
Seats are filling up quickly, so register now.
|
National Restaurant Association show: Scotwork NA exhibits May 15-19
 With its growing business in the food service industry, Scotwork NA will exhibit (Booth #10738) at the National Restaurant Association show on May 15 to 19 in Chicago. Register.
|
Scotwork at 40: Remembering 1975!
 To help commemorate the 40th anniversary of Scotwork's founding, each month we'll share a fact about 1975.
Stevie Wonder's Fulfillingness' First Finale earned the Grammy Award for Album of the Year.
|
Facebook: Follow and engage with us
Scotwork NA's new Facebook page features valuable tips and links to other key information.
Follow us on Facebook.
|
