Tales from the Table Update – Issue #10
If you’re a professional who wants to optimize your negotiations to drive value, strengthen relationships, and create better deals, click the “subscribe” button. Scotwork shares insights and tips from the front line of the negotiating table. Thanks for reading!
Relationships are at the heart of every negotiation. They can help you get a deal done or they can stand in your way. Discover how to shape your negotiations through relationships.
Access our free webinar recording for practical insights from negotiation and communication experts Brian Buck and Lisa Schenk.
Relationships Matter More Than You Think
By: Brian Buck
Here we are in February Plus. What’s the “plus”? It’s leap year, and we get one extra day in February. And that’s good because there are a lot of celebrations and remembrances in February. Some of these include Black History Month, Presidents’ Day, Groundhog Day, the Super Bowl — and who can forget Valentine’s Day? There are lots of reasons for us to come together in February, and what better month to focus on relationships?
We’re going to focus specifically on relationships within a negotiation. These can help us get deals done, but they can also stand in the way of getting deals done. We all know a good relationship is important, but its impact on a negotiation is still sometimes underestimated. This is where we begin our relationship journey: relationship appreciation — the good, the bad, and the ugly...
What Makes Partnerships Work?
By: Simon Carkeek
Last week, my wife, Sophie, took on a new role at her company, focused on partnership development. For the most part, these strategic partnerships are based on shared goals and resources. Skilled negotiations are required to establish and grow these partnerships’ value even when cash doesn’t change hands.
As Valentine’s Day approaches, I got to thinking about how these partnerships are not unlike romantic relationships. Staying happily married means working on the partnership and trying to meet one another’s priorities, needs, and wants...
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Damaged Goods: A Relationship Gone Bad
By: Brian Buck
We were excited to have won the RFP, till we started to negotiate the final contract. That’s when excitement turned to anger and collaboration became competition. It was a maddening situation, and it left me wondering, “Do I even want this business?”
After we had won the RFP and the scope of business was laid out, it was time to work through the contract. As we went through the process, we had a few clear differences in approach.
Making Good Relationships Great
By: Brian Buck
For the past month, I’ve been blasted by rom-coms — all with the same storyline: two people meet, sparks fly, someone does something dumb, and after some complications, they make up. Then, cut to: happily-ever-after with an upbeat song. The dumb thing that usually drives them apart? Breaking trust. In real life, breaking trust can be devastating and may not result in a happily-ever-after, particularly in a negotiation. But maintaining trust can make a good relationship great...
Learn critical negotiation skills in a live virtual setting, view your performance in video replay, and receive?constructive?feedback from our experienced negotiators. You?will leave the course ready to negotiate in any setting — virtual or otherwise.
Getting better at negotiating = getting more of what you want. Learn Scotwork’s proven approach to negotiation from experts in a live, immersive online course. The next Virtual Advancing Negotiation Skills (VANS) open to the public is Feb. 12 - 15. Register now!
Since 1975, Scotwork has consulted, coached, and developed hundreds of thousands of business leaders in 30 languages. We are the world’s number one independent negotiation consultancy, operating in 120 countries. We work with organizations large and small across all sectors.
After nearly 50 years, we are still the real deal, helping business professionals make negotiation part of their DNA.
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