defining negotiation · skills development courses no one does skills development like scotwork. we...
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®Defining negotiation
First. And foremostScotwork is the world authority on successful negotiating. As the longest established independent skills development specialist we defined the precise skills practiced by master negotiators. We pioneered ground-breaking methods of coaching these skills and continue to lead the field in skills improvement, coaching and consulting.
The result? A new breed of fearless negotiator. Skilled and confident. Creative and agile. Able to extract the very most from their business relationships. For novice or seasoned negotiators, Scotwork knows exactly how to transform performance.
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Growing your business
Are you facing significant challenges or difficult change?
In either case, Scotwork can come on board in a
consultancy role. We’ll help you understand the issues,
then prepare, plan and effectively handle negotiations
at all levels. Or perhaps your company would benefit
from a personal coach to challenge senior individuals
to perform at their best and help them measure
up with a personal program that makes the most of
their individual strengths?
Scotwork has helped many clients complete their
successful implementation of projects: from changing
the nature of union-management negotiations;
implementing cost-reduction programs; changing
the global terms of trade; rolling out new pricing
strategies; blending two different business cultures
post-merger; negotiating a major contract; to instilling
a “can do” mindset in a management team.
Transforming your business
Successful organizations have negotiation in their
corporate DNA. Scotwork can help your business
become a world-class negotiating organization while
remaining flexible and successful in a tough business
environment. First we help you define what a “good
deal” looks like for your business and then align all your
performance incentives with that definition of success.
Then we create common processes and language,
and ensure you have the tools to make the very most
of existing expertise and your valuable long-term
business relationships. At the end of the process, a true
negotiating culture will be firmly embedded at the heart
of your business. Through these consulting projects
we re-energize teams, foster a positive mindset and
provide new tools to handle the challenges of the
economic climate.
There is a process that underlies all negotiations; a map if you will. We call it the 8-Step Approach© and it begins with preparation.
Often we have little time to prepare for negotiations: a deadline is advanced, a currency falls, a law is passed, a colleague leaves or a takeover bid is mounted. A management team skilled in the 8-Step Approach© with the map at their fingertips can react rapidly to emerging situations.
We must be clear under which conditions we would walk away. If we are not prepared to walk away, we become victims.
When we work with clients to define their limits and observe them subsequently, their behavior changes. Instead of being uncertain or nervous when the situation is at or below their limit, their body language becomes determined and their position resolute.
Importantly, this is transmitted to the other party.
World class skills development courses
No one does skills development like Scotwork.
We begin with our flagship course, Advancing Negotiation
Skills, built around our proven core 8-Step Approach©
and guaranteed to take your skills to a new level
whatever your starting point. Part 2 seeks to double
the number of key skills retained and applied. Finally,
the Strategic Negotiating course is for those who have
to think beyond the immediate transaction; for those
who have to negotiate within strategic guidelines and
for those who manage negotiating teams. We provide
analytical tools and behavioral models, allowing
participants to select appropriate strategies for complex
strategic negotiations and we prepare participants for
their next major negotiation.
Good negotiators are very good for business
Of course, their skills will go right to the bottom line:
improving profits and margins, winning more business
and opening up new competitive edges. But it’s even
more than that. With the right skills, your people
become more confident and productive. More likely
to step up and lead. More inclined to embrace change.
Able to get the most out of every business relationship,
internal and external. In short, negotiating is an enabling
and empowering process to get better results faster and
in a controlled manner.
When negotiating, we should constantly engage in exchange – something gained for something given up. Be creative with your wish list and value your concessions in the other party’s terms so that the outcome is mutually beneficial. When both parties are happy they are more likely to collaborate and nurture the relationship for the long term.
A trading process
The definition of what we teach people to do is this:
trade something you value less for something you value
more. Yes, there might well be conflict, competing
agendas or a hostile business environment, but we
believe the skilled negotiator will almost always be
able to find a route that is ‘win-win’, despite the odds,
and increase the value of the deal.
Learn from the best
Since day one Scotwork people have come from the
world of business. We’ve been there, seen it and
done it. (And have the war stories to prove it.) That’s
why Scotwork can improve negotiation skills for
individuals up to CEO level. We don’t believe in dry
academic learning or strange team-building exercises.
Rather, our seasoned negotiators coach from unrivalled
experience and knowledge in a lively and stimulating
style. 85% of our courses are about active learning and
we insist on a low 1:6 consultant:participant ratio
so that every participant gets plenty of attention and
feedback and nobody sits idly by while others work.
Scotwork courses are renowned for creating an enjoyable
learning environment and having the ‘WOW!’ factor.
This is conducive to absorbing the skills and reinforcing
positive behavior.
Mastering the skills
Scotwork delivers lasting behavior change. That’s because
we don’t play mind games; we negotiate business issues.
You’ll quickly be plunged into real negotiating scenarios,
forced to grapple with the different agendas of the
parties involved. Using our unique 8-Step Approach©
you’ll tackle the challenges that often beset
negotiations. For example, what to do when things go
round in circles; how to create more bargaining chips to
trade; how to say ‘yes’ on your own terms. We’ll help you
find the keys to your own personal creativity, so thinking
beyond the obvious becomes a habit, not an exception.
Those left-field options you didn’t imagine existed will
start to become a reality.
Tailored approach
Scotwork isn’t about a ‘one style fits all’ approach to
negotiation skills development. We spend time to fully
understand your particular business challenges, what
makes your company tick and what’s distinctive about
its people and culture. Only then can we recommend the
particular, relevant skills development for your company.
We’ve learned that it never works to force people (and
companies) to be what they aren’t. Rather, we build
on existing strengths to develop lasting confidence and
personal effectiveness.
Ongoing support
As part of your continuing negotiation skills development,
our tutors are available to you for negotiation consultation
and feedback. You will also have online access to
whitepapers, articles and thought pieces, as well as our
blog and participant forum.
Good negotiators think creatively. Money isn’t necessarily the best solution to the other party’s needs and could be an expensive fix when a cheaper solution is available.
Scotwork helps people develop their creative thinking skills, enabling them to think outside the usual boxes, avoid blockages in the strategy and give the other party a choice.
The other party may not be as flexible or creative as you, so if you get pushback to a proposal, question it – perhaps they are inhibited by rigid patterns of thinking and precedent.
When we surround ourselves with ‘yes people’ who are reluctant to challenge or explore other options, we tend to be less effective negotiators. By contrast, organizations that allow for differences of opinion are better at innovation, problem solving and avoiding groupthink – which makes them inherently better at fostering positive negotiating behavior.
Global and local
Established in 1975, we’ve grown through three
recessions (and a boom or two), and now operate in
35 countries, developing the skills of nearly 200,000 senior
managers every year in 22 languages. This allows us to
combine a consistent approach to a global audience with
local delivery, always to the same high standards.
Proven results
At Scotwork, we say we are the authority on negotiation
because we have compelling proof that we are. Not
just the recommendations of countless global blue-chip
companies either. More than that, we survey participants
and their managers on an ongoing basis. The most recent
results based on 13,000 participants and 1,500 managers
demonstrate that Scotwork courses generate spectacular
rates of return, typically paying back ten-fold within three
months, while 99% of respondents would recommend us.
This ‘Powerful Results’ report is also available as a
downloadable PDF at www.scotworkusa.com/results
Scotwork can also deliver a report on the specific KPIs
that matter to your business. Three months after
project completion we can survey the participants
and measure the results of your investment.
Testimonials
I think you should hear of one quantified success story. I have just
completed fee negotiations for a piece of work for a major client,
totalling circa $1.2 MM, and client was seeking a circa 20% discount initially.
I eventually got them to settle at a 3.5% discount - so you could quote a
saving of 16.5% of $1.2 MM as a quantified benefit of being on the course.
Rob Scopes - Deloitte & Touche LLP
Highly useful & immediately recommendable.
Phuong Nguyen - Internet Marketing Manager - eBay
Cannot be faulted, invaluable!
Robert Terrone - National Business Manager - Reckitt Benckiser
Absolutely fantastic - a real confidence booster.
Alastair McCausland - Senior Category Manager - Cadbury Schweppes
An outstanding personal & professional development tool that you can
run with from day one.
Jeff Munro - Development Manager - MLC
A brilliant introduction, acceleration and learning of skills for all levels.
Matt Smith - Procurement Manager - Unisys Australia
Outstanding.
Lorna Raine - Chief Financial Officer - Yum! Restaurants International
The course is extremely well accepted by our team, often described as
‘the best course they have been on’, and most importantly - it works!
We calculated a 15 fold return on investment, based upon improvement
price negotiations with customers. The Scotwork Negotiation Skills
Training program is the most cost-effective piece of training we have
ever conducted.
Andy Molnar MD - Straumann
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How can we help you?
To find out more about Scotwork and
how we can help your business, visit
www.scotworkusa.com. If you’re interested
in what we’ve achieved in your sector or
for your business issue, we can put you in
touch with relevant clients who will give
you an objective view.
To contact one of our consultants please call or email now: 973-428-1991 or
®De�ning negotiation
Scotwork (NA) Inc. 400 Lanidex Plaza | Parsippany | New Jersey | 07054 | Telephone: 973-428-1991
[email protected] | www.scotworkusa.com
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®Defining negotiation