{"id":13050,"date":"2026-04-07T00:00:00","date_gmt":"2026-04-07T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/do-you-really-need-an-industry-expert\/"},"modified":"2026-04-07T00:00:00","modified_gmt":"2026-04-07T00:00:00","slug":"do-you-really-need-an-industry-expert","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2026\/do-you-really-need-an-industry-expert\/","title":{"rendered":"Do you really need an industry expert?"},"content":{"rendered":"
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\u201cAre you an industry expert?\u201d As a negotiation consultant, I hear that a lot, and it highlights something important: Most organizations assume that hiring someone from their own industry gives them a competitive advantage at the negotiating table. They may even look to an expert from the \u201cother side\u201d of the table as a defensive tactic.<\/p>\n

An industry expert helps with the content of a deal, which can be reassuring. However, that\u2019s because the expert shares the same norms and assumptions. Unfortunately, they also have the same biases. So, they\u2019re not thinking outside the box, which is precisely what you need when you\u2019re working creatively to craft a deal that satisfies both sides.<\/p>\n

Negotiation experts \u2014 whether they\u2019re \u201cindustry experts\u201d or not \u2014 can help increase overall deal value by considering everything on the table without emotion and as a potential tool to build a great agreement. When stakes rise, nobody loses value in their deals because they lack industry knowledge. Dealmakers lose value because they lack negotiation expertise.Frequently, industry insiders see negotiation as a step near the end of a deal instead of a structured approach throughout the entire process that achieves an optimal outcome.Disciplined negotiation preparation includes pressure testing assumptions and scenario planning to protect value, ensuring that goals are met. Expert negotiation at the table recognizes value at every stage and doesn\u2019t overlook or give away something of worth just to get to the end of the deal.<\/p>\n

Industry knowledge and negotiation expertise don\u2019t compete. They complement each other. Whether the negotiation is internal or external, an expert outside perspective helps teams and individuals with unbiased preparation and skillful dealmaking at the table.<\/p>\nA negotiation expert:\n