Tipy pro vyjednávání
We are putting together a series of negotiating skill tips to
help give you an edge in your negotiations. These tips build on the
content of the Scotwork Advanced Negotiating Skills Program.
Pokud si přejete, abychom se zabývali tématem, u kterého máte
pocit, že potřebujete pomoci, dejte nám vědět.
Pokud už od absolvování vašeho kurzu uplynul nějaký čas, je
možné, že si přejete osvěžit své dovednosti v našem jednodenním
Refresher kurzu nebo je zdokonalit v kurzu Umění vyjednávat -
Skills Builder (zde se dozvíte, jaký je jeho
obsah).
Pět důvodů, proč jsou vaše děti možná lepšími
vyjednavači než vy
aneb "Jak dosáhnout lepších dohod vyjednáváním coby
šestileté dítě."
Všimli jste si někdy, jak jsou děti schopné dosáhnout toho, co
chtějí? Sestavili jsme přehled pěti nejdůležitějších vyjednávacích
dovedností, které všichni pozorujeme u dětí v jejich každodenním
chování a které mají společné s efektivními vyjednavači (nemyslíme
tím vyhazování hraček z kočárku).
(Celý článek stáhnete
zde.)
"Jednání s komplikovanými lidmi"
Jednou z otázek, které jsou nám často kladeny, je: "Jak
mám vyjednávat, když je druhá strana agresivní, hrubá nebo přímo
protivná?" Máme čtyři základní tipy, které pomohou, když se situace
stává napjatou.
(Celý článek stáhnete zde.)
Naděje není strategie!
Čtěte noviny a poslouchejte zprávy - uvidíte, že budete
pochybovat, že by mnoho společností mělo před sebou těžké časy.
Co dělat za takových okolností? Sledovat, co se děje? Doufat v
nejlepší?
To si nemyslíme.
(Celý článek stáhnete zde.)
Vyjednejte si svůj plat, 10 tipů, jak si při tom lépe
počínat.
Pokud jste jako jedním z mnoha našich účastníků, pravděpodobně
budete souhlasit, že vaší nejhorší noční můrou není vedení
obchodního jednání, ale vyjednávání vašeho vlastního platu! Chcete
vědět proč? Pověřili jsme tým Scotwork Austrálie, aby
prozkoumali časté pasti při vyjednávání platu a navrhli praktické
kroky, které by vám pomohly dosáhnout lepší dohody při vašem
příštím hodnocení pracovního výkonu a revizi platu.
(Celý článek stáhnete
zde.)
The Great Mining Super Tax Debate
Negotiation expert, Keith Stacey reveals some important
negotiation lessons learnt from the Government's process of
introducing the "Minerals Resource Rent Tax". Read more....
7 tips for generating a killer wish list
Do you remember how we described the wish list in the Scotwork
Program? It's your hidden agenda and should be an exercise in
creative thinking, not wishful thinking. The wish list represents
variables which will add value, but aren't essential to a deal. Read
more....
5 tips for getting a better deal on your next new
car
Having recently purchased a new car, it was interesting to
confirm the results of the Scotwork method on a transaction we're
all familiar with. For those who like to kick tyres, we've put
together five tips for getting a better deal on your next new car.
Read
more....
Don't put your foot in it - put their words in your
mouth!
It may sound slightly unhygienic but it is far better than
putting your foot in it! You may also find that you become a better
negotiator as a result.
Our ability to communicate defines us as a highly evolved
species. This ability has been fundamental to our evolution from
nomadic hunter gatherers to knowledge workers in cyberspace. In
fact, when you think of it the degree of planning, coordination and
execution necessary to successfully hunt a woolly mammoth while
avoiding being...Read more....
Negotiating, relationships and good manners
An arctic hunter has caught a whale. Far more food than they or
their family can possibly eat. Where is the best place to store the
surplus? You will have to read the whole article to find the answer
but it is a good place to start to examine an apparent tension
between building relationships and making unilateral concessions
(elk steaks). Read more....
Game Theory
We are regularly asked to explain how Game Theory relates to
negoitating. In this article, Keith Stacey explores Game Theory,
which attempts to mathematically capture behaviour in strategic
situations where an individual's success in making choices is
dependent on the choices of others. Read more...
When Negotiations Fail
Many books and articles describe the techniques and strategies
that facilitate the achievement of an agreement in the
negotiations, but little has been written about the common reasons
that prevent negotiators from achieving their objectives. Read more....
What will you do differently in 2009?
As you recover from the festive season, you'll probably decide
to make a few New Year's resolutions. We thought you might like to
consider one of these five as an option for your new year's
resolutions for 2009, just in case you're too hungover to make a
good decision... Read more.....
Ethical negotiating in tough times
Every now and then, we get an insightful call, comment or email
from a client that illuminates and reinforces important
considerations for negotiators. I want to share a good example
here. Read more.....
Shortening the deal cycle - four simple phrases that will
save you time.....
Most people consider that the main benefit of skilful
negotiating is the improvement in the terms of the agreements that
you reach, but with most of us under intense time pressure,
sometimes the time you save in reaching agreements and resolving
conflicts can be just as important - Read more....
Negotiating with a strategic mindset - or "How to avoid
becoming the turkey"!
For 999 days in a row, the average American domestic turkey gets
fed at breakfast, gets fed again in the evening, and then sleeps
soundly with a full belly. Sounds like a great life, until on
Thanksgiving morning the day doesn't quite go to plan...Read more.....
The art of negotiating with the Chinese - tips on
cross-cultural negotiating
In this article, Bill Chan from Scotwork's Hong Kong office
(covering Greater China and East Asia) explores the cultural
differences (and similarities!) between Chinese and western styles,
and provides some tips on negotiating approaches to support more
successful negotiated outcomes across borders.. Read more.....
"It's not fair" - but does it matter? What part
does fairness play in negotiating?
When it comes to negotiating in long-term relationships, we
think fairness, or indeed preceived fairness, plays a big part in
the value of the ongoing deal. Why should that be?
Clearly if one side benefits substantially more than the other, but
the other side also benefits, just less, the deal still works for
both sides. Read more.....
Negotiate with kids to get them to behave? We're
all trying to do it, and they are very good.
All I want for Christmas is a bit of peace. But, as the
father of 2 children, I suspect I have about as much chance of this
as snow falling on the Post Office Tower! Christmas is a
great time and I don't want to get all Humbug, but boy do you need
your wits about you as the holiday season approaches. Kids
and Christmas, like budgets and cuts, go together and this year
like no other in my memory I need to manage the purse strings as my
little ones are beginning their relentless negotiation
pressure. Read more......
Can you afford to walk away; can you afford not
to?
As consultants we regularly talk to people on either side of the
same negotiation and we often notice that both sides view their
position as uniquely negative or disadvantaged. The conclusion
being that generally there is scope in most negotiations for us to
feel more positive than we currently do and more hopeful than we
have previously been; perhaps we have more power than we have to
date assumed. Read more...