CEO's message: Negotiate for your company's infrastructure
Greetings!
The tragic Amtrak accident in Philadelphia earlier this month has fueled the dialogue about automatic speed controls and upgrading our nation's infrastructure. Public officials pushing for increased spending on either measure now have more negotiating leverage.
But it shouldn't take a catastrophe to shift power to your side (if you favor more spending). You need to address uncomfortable issues--like money--from the beginning so you don't wind up with unintended consequences.
Let's take a business example that naturally pales in comparison to the train derailment. As a division head, you negotiate the lowest price possible with a vendor for limited customer-service training. Twelve months later, service declines, many clients terminate contracts, and the bottom line crumbles. What you thought was a great, money-saving deal was a bad one (see Tutorial).
Don't ever be so fixated on price that you neglect the infrastructure of your business.
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Tutorial: When the deal isn't worth it
Sometimes the negotiation takes on a life of its own and you become obsessed with reaching an agreement--even if it doesn't meet your objectives.
If this happens to you, take a step back so you don't force yourself into a questionable deal.
And, if you observe those on the other side overly eager to close the deal, use their actions to your advantage. For example, you may get them to agree to another wish-list item.
Remember, a bad deal is worse than no deal.
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Blog: Stop bad behavior by helping the other side look good
Why do public officials in California want residents to be proud of their yellow lawns during the current drought?
Stephen White explains how tapping basic human instincts can stop your negotiating partner's annoying and counterproductive behavior.
Read Looking good.
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Webinar May 29: Leverage information for better negotiating outcomes
Want to use information for your advantage? Join our interactive webinar, Leverage information for better negotiation outcomes, on Friday, May 29, 11:30-12 EDT.
Leading the discussion will be Regional Vice President Jerry Langlois, who will explain how revealing key information can manage the other side's expectations and get you what you want.
You can submit questions to him in real time! There is no charge, but advanced registration is required. Reserve your spot (event #: 666 293 337).
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CNS course: make negotiation a core competence
 Gain a competitive edge by embedding negotiation skills throughout your organization. Enroll in one of our open Coaching Negotiation Skills (CNS) courses and help your people apply the skills learned in ANS.
As a Scotwork-trained consultant, you'll be able to:
- Evaluate your negotiators' skill level and progress.
- Offer constructive feedback using an advanced negotiating skill competency matrix and value-adding coaching guidelines.
- Bring about a lasting transformation, using a proven coaching method and competency-development tools.
The schedule:
-Sept. 22-23 (Parsippany)
-Oct. 27-28 (Parsippany
Register now.
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Open courses: beat the summer heat with some cool--and dynamic--negotiation courses
 This summer and early fall is the perfect time to enroll in our flagship Advancing Negotiation Skills (ANS) course and master Scotwork's 8 Step Approach©.
You'll work on live negotiating cases and learn how to apply techniques to your actual negotiations. See the schedule on the left and register now.
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Scotwork at 40: Remembering 1975!
 To help commemorate Scotwork's 40th anniversary, each month we'll share a fact about 1975.
Emmy for best actor in a comedy series:
Tony Randall in The Odd Couple
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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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