CEO's message: Sharing for power
Greetings!
Let them make the first move, and then we'll make ours. Unless you want to give the other side an immediate advantage, you may want to rethink this reactive strategy for many negotiating situations--as a seller or a buyer.
Say you're a buyer planning to order 500 units of a product in the next two years but only inform the supplier that you want to purchase 50 units now. At the same time, you're trying to lower shipping fees by 40% (your intend), but ultimately settle for just a 15% decrease (your must).
Had you revealed the volume you intended to purchase for the next two years upfront, you could now get closer to the desired 40% drop in shipping fees. And going forward, if you plan well, every time you move from your intend, you can pick up a wish list item.
Find out more about what to reveal and when in our upcoming webinar, Leverage information for better negotiation outcomes (event #: 666 293 337), on Friday, May 29, 11:30 to 12 EDT. And see the Tutorial below.
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Tutorial: To disclose or not disclose
Fear of giving away too much prevents most negotiators from disclosing enough information early in the negotiation process.
As a result, the other side ignores their top priorities.
To build trust and get more leverage in your negotiation, disclose this type of information:
- Optimistic yet realistic objectives so the other party can give you what you want
- Facts that will eventually be revealed anyway and will be better coming from your side so you can shape how they come across
- Truthful information, which may be bad news for those on the other side and lower their expectations--which you can use to your advantage
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Webinar May 29: Leverage information for better negotiation outcomes
What information should you disclose to the other party? And how do you use this disclosure to your advantage?
Find out how to tap the power of information to manage the other side's expectations and get what you want.
Scotwork NA Vice President Jerry Langlois will lead an interactive webinar, Leverage information for better negotiation outcomes,
on Friday, May 29, 11:30 to 12 EDT. You'll be able to submit questions to him in real time.
There is no charge, but advanced registration is required. Reserve your seat (event #: 666 293 337).
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Blog: Deal with Iran? 
When is a deal no deal at all? Stephen White analyzes what happened in the aftermath of the agreement announced on the future of Iran's nuclear capability.
Read Stephen's blog and figure out how you could apply the lessons learned to your next negotiation.
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New app: negotiation tips at your fingertips
Want to break that deadlock? Or move your negotiation to a faster conclusion? Maybe you need to get better value for your concessions.
Now you have answers to more than 100 negotiation questions at any time on your computer, tablet or mobile device.
Download the free application and enter your email and password (open to ANS alumni). For assistance, contact Stacy Carr.
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Open courses: Start getting better negotiation results!
Enroll in our flagship course, Advancing Negotiation Skills, and master Scotwork's 8 Step Approach©. Work on live negotiating cases and learn how to apply techniques to your actual negotiations.
See the schedule on the left. Register now.
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Executive round table: Oct. in NYC
Scotwork NA will host its Second Annual Round Table in Manhattan this October on a date to be announced (rescheduled from June). Any executive interested in attending should contact Jessica Day.
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National Restaurant Association show: Scotwork NA exhibit
 If you're coming to the NRA show May 15-19 in Chicago, please stop by and say hello at Booth #10738.
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Scotwork at 40: Remembering 1975!
 To help commemorate the 40th anniversary of Scotwork's founding, each month we'll share a fact about 1975.
Median price of a home in the U.S.:
$39,000
Source: Statistic Brain Research Institute
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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.
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