Talking Supply Chain: The psychology of supply chain negotiations

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.