Human factors can help you obtain a superior outcome. But what are they? Mark and Melanie Trowbridge explain.
Negotiations have traditionally been a little like playing poker. You sit across the table from someone looking for that tell that will give you an edge. Very business-like. Very structured. But negotiations are also about preparation, and, just maybe, a little more human than we all think.
Mark and Melanie Trowbridge are a husband-and-wife team that we asked to pen an article for Supply Chain Management Review’s May issue. 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 medical doctor practicing in psychiatry who also teaches in the field of psychology at the undergraduate and graduate levels. 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.
Subscribe to the Supply Chain Management Review podcast
Sign up today and get the next podcast episode sent to you. Subscribe via Apple and Google Podcasts or choose another podcast platform. Subscribe via RSS or download an MP3 or media file.Latest Supply Chain Management Review podcast episodes
Here are a few of our latest podcast episodes.- Talking Supply Chain: Think structurally for margin enhancements.
- Talking Supply Chain: The last-mile tech advantage.
- Parcel Spend Management 2.0: Revolutionizing Logistics and Supply Chain Efficiency.
- Talking Supply Chain: Lexmark’s missing piece.
- Talking Supply Chain: What is going on along the Mexican border?.
- Talking Supply Chain: Say goodbye to the barcode, long live the barcode.
SC
MR
![](/images/prototype/email-newsletter-image.jpg)
Subscribe
![](/images/prototype/scmr_cover.jpg)
Supply Chain Management Review delivers the best industry content.
![](https://scg-scmr.s3.amazonaws.com/images/site/tablets.jpg)
Editors’ Picks
![](https://www.scmr.com/images/2024_article/_resize/GettyImages-inventory_resize_8a6c323291c914b43f9f252f137b3568.jpg)
![](https://www.scmr.com/images/2024_article/_resize/Jennifer_Springer_keynote_image_resize_8a6c323291c914b43f9f252f137b3568.jpeg)
![](https://www.scmr.com/images/2024_article/_resize/salary-survey-2024-baloon_resize_8a6c323291c914b43f9f252f137b3568.jpg)
![](https://www.scmr.com/images/article/_resize/baltimore-bridge-coast-guard-Maryland-Governor_resize_8a6c323291c914b43f9f252f137b3568.jpg)