CEO's message: Shorten the negotiation process--manage your information
Greetings!
Information. It's one of the most valuable assets for any organization. In negotiation, your ability to manage information can mean the difference between successful or disappointing outcomes--and how quickly the process in completed.
Failure to reveal key information can stifle negotiations for sellers and buyers:
A supplier doesn't tell the customer of an impending delay in its manufacturing or distribution--and later learns that the buyer needs the product by a certain date for a planned promotion.
A buyer doesn't explain its procurement process to the vendor but still expects a timely delivery--which can't happen because the supplier is forced to review a complex master services agreement.
Learn more about speeding up your negotiation process right from your opening statement. Enroll in our upcoming webinar, Develop powerful opening statements, to be led by John Leehman, on Oct. 23, 11:30-12 EDT. Register (enter event #: 667429029 & then "join now").
And feel free to contact us to discuss how you can manage information for better negotiating results.
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Tutorial: Make concessions slice by slice 
Unsure of how much to concede?
Think of it this way: A donkey won't move any quicker for a truckload of carrots than for a single carrot.
So if you only have limited concessions, don't trade them in one large lump. Slice them up into smaller parts to get more flexibility when bargaining. Even if the other party knows your total requirement, you can still make concessions piece by piece.
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From the coach's lens...
Helping ANS alumni coach others
What information should you share?
Revealing key information to the other side can strengthen your argument. Advise those on your negotiating team not to withhold information unless it weakens their position (e.g., telling a client that its business represents 80% of your sales).
Among the key questions to ask members of your negotiating team regarding information:
- What should you reveal that would strengthen your position?
- What information do you need from the other side?
- What information should you avoid sharing?
- What information--that could accelerate the negotiation process--is the other side reluctant to share?
Learn more about why sharing key information from the start can help you construct powerful opening statements. Enroll in our webinar Oct. 23, 11:30-12 EDT (see article below).
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Blog: Can you negotiate by email? 
Since meeting face to face with the other party isn't always practical, you can use email for certain phases of a negotiation. But don't use email to explore the other side's needs or to build initial rapport. Simon Letchford explains when email should and should not be used in negotiations. Read his blog.
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Powerful opening statements: Register for 10/23 webinar
Get better results and complete the negotiating process faster. Register for 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 charge, but registration is required and space is limited.
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Industry-specific ANS courses: Pharma & hospitality
 Enroll in one of our open ANS courses in Parsippany that are tailored to companies in pharmaceuticals (Oct. 19-22) and quick service restaurants/hospitality/suppliers (Nov. 9-12). Register.
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Coaching Negotiation Skills: Open courses Oct. 27-28 & Jan. 12-13
Coach your team to get better and faster results as you embed 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-added coaching guidelines.
- Bring about a lasting transformation, using a proven coaching method and competency-development tools.
Register.
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Scotwork at 40: Remembering 1975! Live from New York, it's Saturday night! 
To commemorate Scotwork's 40th anniversary, here's a notable event from 1975 :
Saturday Night Live premiered on Oct. 11 with host George Carlin and musical guests Janice Ian and Billy Preston.
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