®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

info@scotwork.com

®De�ning negotiation

Scotwork (NA) Inc. 400 Lanidex Plaza | Parsippany | New Jersey | 07054 | Telephone: 973-428-1991

info@scotwork.com | www.scotworkusa.com

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®Defining negotiation