The art of the deal: Why human factors can earn you a negotiating win

Negotiations have traditionally been a little like playing poker as you look for any edge you can get. Maybe the real answer is understanding your counterparty.

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Do you like playing poker? For supply chain negotiators, the process of closing deals can often feel like a game of poker. Who blinks last is often going to get the best deal. But it doesn’t have to end that way.

Mark and Melanie Trowbridge penned an article for Supply Chain Management Review. That article, “The ‘Psych’ of Negotiations - Using Human Factors to Attain Superior Outcomes” is now available online scmr.com.

The pair advocate the use of four categories of techniques in using human factors to more effectively negotiate. Mark runs a consulting business focused on procurement and Melanie is a doctor with expertise in the field of psychology. Together, they tell the Talking Supply Chain audience and host Brian Straight how a little psychology, a little awareness, and a lot of listening can help you improve your negotiating skills.

Listen: The psychology of supply chain negotiations

The Talking Supply Chain podcast is hosted by Supply Chain Management Review Editor in Chief Brian Straight. It is part of the Supply Chain 24/7 Podcast channel.

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SCMR Staff
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