{"id":12850,"date":"2023-02-10T00:00:00","date_gmt":"2023-02-10T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/cupid-s-arrows\/"},"modified":"2023-02-10T00:00:00","modified_gmt":"2023-02-10T00:00:00","slug":"cupid-s-arrows","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2023\/cupid-s-arrows\/","title":{"rendered":"Cupid&#8217;s arrows"},"content":{"rendered":"<article class=\"article__content\">\n            Valentine\u2019s Day: for those of us lucky enough to be with somebody we love, it can be a source of renewal, affirmation, happiness \u2013 and, once in a while, stress and frustration. Usually, when trying to book that special table in the lovely little place we both decided we\u2019d have to come back to\u2026\n<p>If you\u2019ll forgive me for surgically removing the romance from Valentine\u2019s Day, there are perhaps a couple of key insights that a curious negotiator might think about in relation to their own deal-making. Firstly \u2013 and perhaps most obviously \u2013 there\u2019s the rather expensive business of differential value. Is that bouquet\u00a0<em>normally<\/em>\u00a0that price? Does the set menu at our favourite haunt\u00a0<em>usually<\/em>\u00a0look quite so toppy? What possessed me to order the champagne, instead of the prosecco?<\/p>\n<p>For myriad reasons, many of us will be more than prepared to dig that little bit (or a lot) deeper into our pockets than usual come Valentine\u2019s Day. To a negotiator, it\u2019s a crucial skill to build in terms of recognising that differential value can improve the quality of our deals \u2013 all year round. Variables that we might find relatively easy and simple to concede (usually because they have little value to us) could have a far greater importance to the other party, and exploring that value \u2013 and trading against it \u2013 will unlock other value that we are more interested in.<\/p>\n<p>Amplifying this is the other transferable variable Valentine\u2019s Day illustrates well: time. A dozen red roses on the 14<sup>th<\/sup>\u00a0of February vs the 16<sup>th<\/sup>? It\u2019s fair to say that in most scenarios, there\u2019s a distance between them in terms of the likely reception. Of course, this also introduces no little pressure into the occasion \u2013 there\u2019s a fairly clear and immovable deadline here, after all. But creative negotiators will also think about time \u2013 does a buyer have the flexibility in their strategy to enable a purchase decision to benefit from the hockey-stick effect at the end of a supplier\u2019s financial quarter? Can a commercial negotiator use time to create scarcity while still allowing for the deal to be made? Time is both infinitely flexible and absolute \u2013 which end of that spectrum works in your best interests?<\/p>\n<p>Having rather harshly de-romanticised the occasion, I\u2019ll leave the last words to Katharine Hepburn \u2013 it\u2019s my favourite on the subject. Quick caveat \u2013 try not to apply this advice to your negotiations! &#8220;Love has nothing to do with what you are expecting to get\u2013only with what you are expecting to give\u2013which is everything.&#8221;<\/p>\n<\/article>","protected":false},"excerpt":{"rendered":"<p>Valentine\u2019s Day: for those of us lucky enough to be with somebody we love, it can be a source of renewal, affirmation, happiness \u2013 and, once in a while, stress and frustration. Usually, when trying to book that special table in the lovely little place we both decided we\u2019d have to come back to\u2026 If&#8230;<\/p>\n","protected":false},"author":76,"featured_media":12851,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2023\/cupid-s-arrows\/","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12850","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Cupid&#039;s arrows | Scotwork NZ Negotiation Blog<\/title>\n<meta name=\"description\" content=\"World leaders in business negotiation training and consultancy with experts across 120 countries, with negotiation courses taught in 29 languages.\" \/>\n<meta name=\"robots\" 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