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From Marty Finkle, CEO
Negotiating for Success 
August 2015 
In this issue...
Tutorial: Value your suppliers
From the coach's lens: Developing objectives
Blog: Calmness tames airlines
Tailored ANS courses: pharma & QSR
Dec. 11 NYC executive roundtable
Oct 23 webinar on powerful opening statements
Meet our
lead tutors

Sandy Sbarra
Rich Waldrop
Simon Letchford
Jill Campen

Gaetan Pellerin
Jerry Langlois

Associate tutors
Violaine Galland
Ananda Laberge 

Ross LaGumina 

John Leehman 

Julie Shen   

 

Open courses

Sandy Sbarra









All listed below are 
Advancing Negotiation Skills (ANS) unless Coaching Negotiation Skills (CNS) or Scotwork Strategic Negotiating (SSN) is indicated. 
   
Parsippany
-Sept. 22-23: CNS
-Oct. 19-22: SSN
-Oct. 19-22: ANS for pharma
-Oct. 27-28: CNS
-Nov. 9-12: ANS for QSR
-Dec. 7-10

Chicago
Sept. 14-17

New York City
Nov. 2-5

San Francisco area
Oct. 12-15          

Raleigh
Nov.  16-19

Toronto 
Nov. 16-19


Register. 


























   
 
CEO's message: Analyze your negotiating partner's value to you                                                                       
   

Is your client or vendor easily replaceable, indispensable or somewhere in between? And how do you think this company perceives you? If you don't place your negotiating partner into the proper category and the firm doesn't value you as it should, your desired outcomes could be misaligned or fall short. Let's take a look from both sides:  
    
Sellers...
You may categorize a client that only places small orders and which you believe can be easily replaced as a "nuisance customer," not worthy of extensive preparation or attention. But that company may be about to expand and launch new products or processes that involve your offerings, or the head of procurement may be ready to introduce you to various strategic partners--which can each result in far more orders.

Buyers...
You may consider a supplier to which you give a lot of business but which seems easily replaceable as a "leverage vendor" and decide not to spend much time preparing for the next negotiation with this company. But then--surprise--you run into a distribution glitch, a product shortage or something else beyond your control, each of which requires a more-complex process that this supplier can provide (see Tutorial).
 
In each situation, newly recognized value can quickly transform a moderately important client/vendor to a core or strategic part of your business. So take a more in-depth and long-term view of your negotiating partner. If you're a buyer, consider factors such as the total expenditure or value and how easily the vendor could be replaced. As a seller, you should assess the client's volume and importance to your business. Whichever side you're on, be sure to incorporate this type of analysis into your preparation for approaching and negotiating with the other party. 
 
On a recent SSN course, a group of buyers and sellers analyzed their counterparts' perceptions of them and devised strategies for approaching these companies. In some cases, their analyses were significantly misaligned. It was eye opening.
 
       
 
 
 
Marty Finkle, CEO 
 


Tutorial: Value your suppliers (especially with blackberries)                
 
Quick-service restaurants, responding to consumer demand to provide fresh and healthy ingredients, are facing mounting supply-chain challenges that underscore the need to accurately categorize suppliers.
 
As reported in the Wall Street Journal (Aug. 18), Wendy's, which typically evaluates only a handful of potential suppliers for each type of produce, reviewed more than 30 before choosing two suppliers that could deliver fresh blackberries to its 6500 restaurants throughout North America for seasonal salads next summer.
 
While a restaurant chain in this situation may have previously viewed suppliers as easily leveraged because of high spend and relative ease of replacement, now, with new delivery challenges and factors outside of their control like the drought, it should consider some suppliers as a strategic--high spend and relatively hard to replace given the volume. And, as a result, greater effort should be spent on the Preparation phase of the next negotiation including more extensive wish/concession lists and more robust objectives (see From the coach's lens).  
From the coach's lens...
 
Developing
objectives





This is the first in a series of columns to help ANS alumni coach others in negotiations.

To ensure that members of your team are ready to develop objectives (in the Preparation phase), some key questions are:
  • Have you identified the top objectives you would like to resolve with your counterpart?  Share them with me.
  • Do you know, for each issue, your specific intentions, what you must get and what you must avoid? Give me the rationale behind each one.
  • Have you prioritized your issues according to which are most important to resolve? Show me.
  • Do you know enough about the other side's objectives, including all the issues related to the negotiation?  Describe them to me.
  • Have you prepared an opening statement that sets expectations and sets the tone for the negotiation?  Practice it with me.
  • Do you have enough wish-list items and concessions to trade with during the negotiation and at the end?  Share them with me.
If you're satisfied with the person's answers, then you should be confident that he or she can effectively develop objectives.
 
Learn more in our Coaching Negotiation Skills course Sept. 22-24 in Parsippany.  Register or contact us for more information.
Blog: Calmness tames airlines
             
Don't get angry, get calm--and get what you want! 



Find out how one of our team member's composed, confident responses to two separate airline mishaps got him better-than-expected results. Read Marty's blog. 
Tailored ANS courses: Pharma & QSR                

Scotwork NA has scheduled industry-specific Advancing Negotiation Skills courses in Parsippany for its rising number of clients in pharmaceuticals (Oct. 19-22) and quick service restaurants/hospitality/suppliers (Nov. 9-12). Register. 
  
Executive roundtable: Dec. 11 in NYC 

Top executives will discuss the most significant negotiation trends and the latest strategies to maximize results when they join us for a roundtable Friday, Dec. 11. 

We'll also celebrate Scotwork's 40th anniversary. If you're a leader at your organization and wish to attend, contact Cathy Rafferty. 
Powerful opening statements: Space filling up for 10/23 webinar               

Don't be left out of the next Scotwork NA Live webinar, Develop powerful opening statements, led by John Leehman, on Friday, Oct. 23, 11:30-12 EDT.  There is no fee, but registration is required and space is limited. 

Scotwork at 40: Remembering 1975!  
            

To commemorate Scotwork's 40th anniversary, here's a notable event from 1975:


The introduction of the Altair home computer kit allows consumers to build and program their own computers.
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