Rss Feed https://www.scotwork.kr/인사이트와-역량/ Thu, 27 Jan 2022 00:00:00 GMT Thu, 27 Jan 2022 00:00:00 GMT ES Kim ​상대방과 갈등이 있을 때 설득과 협상 중 어떤 방법이 더 효과적일까? 컬럼비아 비즈니스 스쿨의 밥 본템포 (Bob Bontempo)교수에 따르면, 협상과 설득은 서로 반대의 심리프로세스다. 협상은 상호적인 이익을 위해 서로 가진 자원을 교환하는 것에 비해, 설득은 어떤 자원이나 결과의 가치에 대해서 상대방이 믿는 것에 변화를 주는 기술이다. https://www.scotwork.kr/인사이트와-역량/설득할-것인가-협상할-것인가/ Thu, 27 Jan 2022 07:00:34 GMT 7404 ES Kim 한국에서의 협상교육은 대부분 강의로만 하거나, 강의와 협상 실습 한 차례를 섞어서 몇 시간 정도의 과정으로 진행하는 것이 대부분이다. 이에 반해 스캇워크의 대표과정인 ANS (Advancing Negotiation Skills)과정은 디자인에 따라 조금 다를 수 있지만 일반적으로 3일을 꽉 채우는 26시간 정도의 과정이다. 왜 이런 차이가 날까? https://www.scotwork.kr/인사이트와-역량/협상교육을-받으면-협상을-잘하게-될까/ Thu, 27 Jan 2022 07:01:20 GMT 7032 ES Kim 외국계기업에 근무할 때 지역본부(Region)나 글로벌 본사(Global HQ)의 간부들과 미팅을 하거나, 서양의 파트너와 협상을 할 때 당황했던 때가 많았다.서양과 동양에서의 몇가지의 문화적인 차이는 그들과의 협상을 더욱 어렵게 느끼게 한다. 상대방이 그저 까다로와서가 아니다. 까다로운 상대방은 어디에나 있고 문화적인 차이에서 기인하는 차이점 또한 적지 않다. 세 가지로 정리해 보자. https://www.scotwork.kr/인사이트와-역량/서양과-협상하는-것은-왜-어려울까/ Thu, 27 Jan 2022 07:01:11 GMT 6959 Ben Byth Every now and then you will find yourself sitting across the negotiation table in a position which is very difficult to defend. Unfortunately, the legal stance is to argue your best case, however this will likely lead to damage to your credibility and social licence, and even worse… it can encourage your counterpart to be defensive and competitive. So what's the better alternative?... https://www.scotwork.kr/인사이트와-역량/2020/defending-difficult-decisions-in-negotiation/ Thu, 04 Feb 2021 13:32:49 GMT 6483 Natasha Barton In 2016, the World Economic Forum predicted that the Fourth Industrial Revolution would transform the way that we live and the way that we work. Robotics, AI, machine learning, biotechnology and genomics would move us forward. It would result in some jobs disappearing, some jobs staying and others that weren’t in existence, being created. Fast forward to 2020, and our lives have been transformed. And yes, some of it has to do with the advances in technology. But most of it has been due to a global health crisis that has impacted us in ways that no-one could have predicted... https://www.scotwork.kr/인사이트와-역량/2020/the-future-of-work-what-skills-do-you-need-for-2020-and-beyond/ Thu, 04 Feb 2021 13:32:50 GMT 6484 Ben Byth I was honoured to have recently been invited to judge Queensland University of Technology’s Business School Negotiation Competition. After watching the participants negotiate their way through 4 rounds, there were a few themes which I observed across the group... https://www.scotwork.kr/인사이트와-역량/2020/observations-of-a-negotiation-judge/ Thu, 04 Feb 2021 13:32:50 GMT 6485 Ben Byth Have you ever been in a position where you have taken a deal from heaven only to get back to the office and have your boss point out something you missed? Suddenly the deal from heaven has turned into the deal from hell! https://www.scotwork.kr/인사이트와-역량/2020/whoops-recovering-from-mistakes-in-negotiation/ Thu, 04 Feb 2021 13:32:50 GMT 6486 Natasha Barton You’re a skilled negotiator. It’s what you do, and you love it. You’ve lost count of how many negotiations you’ve been involved in, whether it be internal or external. And the majority have been successful. But has there ever been one (or more than one), that has gotten away from you? You replayed the negotiation in your head, and upon reflection, it appears that you’ve done everything right. Your preparation was on point, you asked killer questions, you had all the right information, you traded, and there was value on the table for both parties. But for some reason it didn’t work, and you just couldn’t figure out why. https://www.scotwork.kr/인사이트와-역량/2020/the-psychology-of-failed-negotiations/ Thu, 04 Feb 2021 13:32:49 GMT 6487 Tyler Hall You are out for a drink and the bartender asks you – “What would you like?” to which you reply “Guess!”. “Alright then” he says, “How about a red wine?”. You shake your head to this and say “No, that’s not what I want. Guess again.” After much back and forth, the bartender is justifiably irritated and through gritted teeth he tells you “I have other customers I need to serve, you look like someone who would enjoy a refreshing Sauvignon Blanc so I’ll pour you one of those. Enjoy your night.” This is a silly analogy to what I observe every week in most negotiations. Often there is a lack of specific disclosure as to what it is that the party wants or they take a long time to bring this information forward... https://www.scotwork.kr/인사이트와-역량/2020/be-specific-with-what-you-want/ Thu, 04 Feb 2021 13:32:48 GMT 6488 Jacob Hall Negotiating a great outcome can be challenging… even on the best of days. However, negotiating a mutually beneficial outcome is usually more successful when there is a clear line of communication between the involved parties. So, what is the impact when communication is not clear, and our messages and intent become “Lost in translation?” https://www.scotwork.kr/인사이트와-역량/2020/lost-in-translation/ Thu, 04 Feb 2021 13:32:48 GMT 6489 Ben Byth While almost everyone would be able to relate to feeling a little ripped off in a negotiation sometimes, a select few of us have also been accused of being the one to rip someone else off. Some may relish in the fact that they have ‘gotten the better’ of the other party, but most of us mere humans will feel a little shame and possibly even fear of reprisals should the tables turn when power ebbs and flows... https://www.scotwork.kr/인사이트와-역량/2020/are-you-a-negotiation-ripper/ Thu, 04 Feb 2021 13:32:47 GMT 6490 Ben Byth Every now and then, almost as soon as the ink is dry on the contract regret begins to bubble up inside us and we find ourselves thinking ‘what have I done’! Typically, this feeling of remorse or regret starts to manifest as we realise that the deal we just signed came rather easily and the other party has ‘snapped our hand off’. Our thought process goes along the lines of ‘because they didn’t push back very hard… maybe we could have asked for more!’... https://www.scotwork.kr/인사이트와-역량/2020/removing-remorse-from-the-negotiating-table/ Thu, 04 Feb 2021 13:32:47 GMT 6491 Elizabeth Lewis These past few months of pandemic life have certainly been interesting. With many of our social and recreational outlets taken away or heavily restricted, new norms and ways of entertaining ourselves have been required. One popular pastime during lockdown has been binge watching Netflix, Stan and Disney+. One of my favourite modern series is Stranger Things and I was blown away recently by a scene where 10 year old Erica schools us all on how to negotiate... https://www.scotwork.kr/인사이트와-역량/2020/the-stranger-things-guide-to-negotiation/ Thu, 04 Feb 2021 13:32:46 GMT 6492 Elizabeth Lewis Negotiating over a webcam is not the same as face to face. Our overall advice is to slow the pace down, be deliberate with the words and information you provide and be concise. The main game here is to convey the relevant information to get the point across. If the software you’re using has screen sharing capabilities, take advantage of this and use this to demonstrate the relevant information! https://www.scotwork.kr/인사이트와-역량/2020/tips-and-considerations-for-negotiating-virtually-part-two/ Thu, 04 Feb 2021 13:32:46 GMT 6493 Elizabeth Lewis I asked a friend recently how he was coping with social isolation. “I have never been more efficient,” he proclaimed enthusiastically. “All those meetings I used to attend are now on Zoom: no commuting, no looking for parking, so much more efficient. I’m getting twice as much done.” Commentators are seeing work from home (WFH) as becoming a permanent feature of the economy when all restrictions are lifted. Currently 15% of the workforce is able to work from home and this is predicted to rise to 30% post pandemic. https://www.scotwork.kr/인사이트와-역량/2020/tips-and-considerations-for-negotiating-virtually-part-one/ Thu, 04 Feb 2021 13:32:45 GMT 6494