Tag Archives: Negotiations

News You Can Use: 8/31/2016

sn_rest_Nico Beard

  • After IBM & GE, even SAP ditches annual reviews

    SAP’s human resources head for Germany, Wolfgang Fassnacht, said Europe’s biggest software maker had found the annual review process, with its focus on separating over- from under-performers, was often counter-productive to the goal of constructive dialogue.

    “Grading workers did not work. People are open to feedback, also to harsh criticism, until the moment you start giving scores. Then the shutters go down,” he told Reuters.

    SAP is testing a new process, which includes more regular check-in talks, on about 8,000 of its workers and aims to implement it for all of its almost 80,000 workforce next year.

    “The old system is too static,” said Fassnacht. “It no longer reflects the dynamic circumstances we are operating in.”


  • Supply Chain Performance and….. Sleep?

    I just finished reading The Sleep Revolution by Arianna Huffington, CEO of theHuffington Post.  She makes a great case for how we have become a culture that treats sleep as wasted time and as optional. But more and more professionals are making the connection between sleep and performance.  We already know that truck drivers and airline pilots can be dangerous when they don’t get enough sleep. Collegiate and professional athletes and Olympians are now tracking their sleep patterns against improved performance results. Some athletes have recorded as much as 8-10% improved batting averages, basket shots made and race times when they get eight or more hours of sleep.  In addition, academic scores improve and in a corporate setting, decisions are better.


  • Laptops most often stolen from most unlikely place

    When Kensington asked respondents where company employees had experienced IT theft, the No. 1 response was ‘cars and transportation’ at 25 percent. But the No. 2 response, coming in ahead of ‘airports and hotels’ (15 percent) and ‘restaurants’ (12 percent), was the office (23 percent).


  • Supply chain risk hits three-year high

    “The UK’s departure from the EU could lead to some of the most dramatic shifts and severe implications for global supply chains in the coming years,” said CIPS economist John Glen. “While the full impact of the leave vote is still unfolding, confusion and uncertainty surrounding the current situation has already driven supply chain risk to a worryingly high level.”

    “In the short term, supply chains will be exposed to exchange rate volatility risks which may be difficult to hedge. It may therefore be appropriate to crystallize exchange rate exposure by paying suppliers ahead of contracted payment days.


  • How to Think Like an FBI Negotiator?

    Former FBI negotiator Chris Voss sheds light on communication and indirect messages, the value of empathy in business and in life, and when and how to walk away from a deal. Chris Voss is the author of “Never Split the Difference: Negotiating as If Your Life Depended on It”

Photo: Nico Beard

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Video: Never Split the Difference

sn_oldcar_Christopher Windus

Everything we’ve previously been taught about negotiation is wrong: people are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine.

In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It, former FBI lead international kidnapping negotiator Chris Voss breaks down these strategies so that anyone can use them in the workplace, in business, or at home.

Photo: Christopher Windus

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Video: Negotiating the Nonnegotiable

sn_sunflower_Skitter Photo

From the founder and director of The Harvard International Negotiation Program comes a guide to successfully resolving your most emotionally charged conflicts. In this landmark book, world-renowned negotiation expert Daniel Shapiro presents a groundbreaking, practical method to reconcile your most contentious relationships and untangle your toughest conflicts.

Photo: Skitter Photos

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News You Can Use: 5/4/2016

sn_rooftop_Tom Sodoge

  • How a giant like GE found home in the cloud

    Embracing a cloud-first mentality across the organization required adjustments internally, too. Drumgoole arrived at GE two years ago to find the traditional angst between software developers and infrastructure operators. Devs can’t get the infrastructure they need; ops folks don’t know what the software teams need. Cloud seemed like the natural answer to this problem.

    GE invested in building tools, creating systems and processes for managing it and ensuring regulatory compliance. When GE’s IT team introduced the cloud services, some of those software developers and ops teams didn’t want to use it. “Some of the legacy, single-technology developers struggled with deploying and moving apps when we took away the support envelope of a traditional infrastructure team,” he says, adding that the challenge has largely been overcome, though it required a shift in mindset.


  • No lawyer? This online tool uses AI to review your contracts
    This seems like a major privacy concern, but intriguing none the less…

    Next, LawGeex uses its array of technologies to compare the contract against a database of thousands of similar ones. It flags anything that needs extra attention and also provides statistics and benchmarks.

    Explained in simple terms, its final analysis — delivered within 24 hours, or on the next business day — aims to ensure that users know exactly what they’re agreeing to. Included in that report are a summary, a contract score, and information such as clause explanations, negotiating tips, and sample language for missing clauses.


  • How To Take Back Control Of A Negotiation

    1. Establish that you’re there because they need you. If you’re a finalist, they must already have a very positive perception of what you can do for them.

    2. Look for small ways to gain leverage. Moving the meeting to be last in the day is one example. Being last helps because the client learns from earlier presenters—and often shares that with you directly, like revealing that others had accepted an offer of $25,000.

    3. Radiate confidence when you’re in the room. You must believe deeply in yourself; otherwise it’ll show. Remember, they can only get what you do from you.

    4. Use your vulnerability. I knew that I’d feel anxious as soon as I first accepted the challenge of going after this project. The way to deal with those fears is by talking with your team and deciding what to do about them collectively. When I discovered who we were up against, that fear helped me realize how their size might actually be a weakness—which turned my own sense of vulnerability on its head. If nothing else, it encouraged the competition to underestimate us.


  • These Are The Ages When We Do Our Best Work

    Some, like professional athletes and CEOS, tend to cluster especially tightly around certain age ranges (because of constraints like physical prowess and work experience, respectively). However, in each of these fields, people tend to do great work at all sorts of ages. Though Adele pulled the Grammy Album of the Year down from an average of around 40 by winning at age 23, Ray Charles yanked it up by winning his Grammy at 74.


  • Intel axes 12,000 jobs as it looks to break away from PCs

    Intel is cutting 12,000 jobs worldwide as the company restructures operations to diversify from PCs into growth areas of IoT and servers.

    The layoffs account for about 11 percent of employees worldwide. Intel is also consolidating work locations worldwide in a move the company hopes will save it US $750 million this year.


  • Verizon is offshoring jobs, records say

    For instance, in Lake Mary, Florida, employees wrote on their TAA application: “Verizon has been in the process of moving all production for all products off shore for the last few years. We were notified in April [2015] that all the remaining VOIP Order Management was being moved to Manila. Two VOIP order managers had been sent to Manila to train the new group. … My group also had to train the offshore group to take over our job function. HR told me this was a massive layoff!”


Photo: Tom Sodoge

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News you can use: 7/29/2015


  • New procurement method may cut education costs

    The two popular processes – centralized and decentralized – have both benefits and disadvantages. Centralized operations simplify ordering. One office or official is designated as the person who does all the purchasing. However, this can leave the individual departments without the supplies they need, ChainLink Research claimed. The focus remains on the school as a whole. Decentralized procurement has the opposite effect. The buying power is in the hands of the departments. They have the freedom to purchase what they need. Unfortunately, schools may go over budget with so many people having free reign of the finances.


  • LinkedIn’s making it harder to download your account data

    LinkedIn has removed the tool that allowed users to easily export contacts. Now, users who wish to download their first degree connections will need to go through a process that can take up to 72 hours to complete. The change was first spotted by a Twitter user and confirmed by VentureBeat.


  • Keys to Successful Supplier-Enabled Innovation

    One key issue, the report finds, is that there is hardly a widely accepted definition of what Supplier-Enabled Innovation really means. That said, about two-thirds of respondents said that SEI should not be viewed as something special, but rather it should be intertwined with all the other tasks that procurement managers perform as a matter of course. However, an important block instead sees SEI as a “specific program, a set of dedicated workstreams, where the business invests resources, monitors progress, and builds the innovation output into organizational priorities.”


  • Why Can’t We All Just Get Along? Because We Shouldn’t.

    Stick to the issue and don’t let things get out of hand or go out of bounds. Heated arguments are typical but the way to keep them productive is to coach people to attack the problem, not the person. It’s OK to say, “I think your idea is doomed and here’s why,” but not “I think you’re a clueless idiot.” It should never get personal. Also banish any extraneous topics to the parking lot and keep things moving along.


  • This Strategy Will Make Negotiations Less Painful

    Medvec is a proponent of a negotiation technique called MESOs, orMultiple Equivalent Simultaneous Offers. The idea behind MESOs is to give the other party multiple options to choose from that are equivalent from your standpoint.


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