Negotiating for Success Scotwork North America Access previous issues of Negotiating For Success, Scotwork NA's monthly e-newsletters and get valuable tips for producing better results with your negotiations. Join our mailing list! Newsletter Archive October 2015 When your counterpart suddenly changes | Use time as a variable | Be flexible with your strategy | Stop persuading--give to get | Advancing Negotiation Skills taught me to shift power balance in my favor | 100+ attend 10/23 webinar on powerful opening statements | Executive roundtable Dec. 11 in NYC September 2015 Shorten the negotiation process--manage your information | Make concessions slice by slice | From the coach's lens: What information should you share? | Can you negotiate by email? | Powerful opening statements: register for 10/23 webinar | Industry-specific ANS courses: pharma & hospitality | Coaching Negotiation Skills: open courses Oct. 27-28 & Jan. 12-13 August 2015 Analyze your negotiating partner's value to you | Tutorial: Value your suppliers | From the coach's lens: Developing objectives | Blog: calmness tames airlines | ANS for pharma & QSR July 2015 Evaluate techniques--not just outcomes | Coach yourself to negotiation excellence | Bring observer for "temperature" check | NYC executive roundtable Oct. 16 |ANS for quick service restaurants & pharma June 2015 Link both sides' issues for a powerful opening statement | Know when to adjourn | A-Rod & Yanks should keep negotiations private | Embed negotiations into your company with CNS May 2015 Negotiate for your company's infrastructure | When the deal isn't worth it | Stop bad behavior by helping the other side look good | Webinar May 29: Leverage information for better negotiating outcomes | CNS course: make negotiation a core competence April 2015 Sharing for power | To disclose or not disclose | Webinar May 29: Leverage information for better negotiation outcomes | Blog: Deal with Iran? | New app: Negotiation tips at your fingertips | Executive round table: Oct. in NYC March 2015 Don't do the around | Know what's driving the other side | Testimonial: Scotwork NA helped me negotiate upcoming contract | Blog: Radish in my tart! | Inside Reference Data: Violaine's article February 2015 When squeezed, make a proposal | Don't let the door close | Blog: Man vs. airline | Rich interviewed on radio | Testimonial: Consultation saved thousands | Scotwork at 40: Remembering 1975 January 2015 Hold the other side accountable | Don't let that deal creep away | Blog: A no-interest loan from the bank? | Webinar Feb. 27: Negotiating as an "underdog" | Testimonial: Webinar helped resolve client issue | Scotwork at 40: Remembering 1975 December 2014 Analyze key relationships | Blog: Striving for peace a century later | Video testimonial: "Life-changing" course | Meet Violaine Galland | Fuel your success with Scotwork's courses | Follow us on Facebook November 2014 Empower your team | Don't waste time renegotiating | Let go of your strategy and listen | SSN: Get even better results | Engaging webinar on power balance | More NYC courses October 2014 Discover your power | Webinar Nov. 21: Assess your power...get better results | Be tough...not nasty | How would you handle this negotiation issue? | Offer to help buyer boost revenues | Executive roundtable: Key negotiation trends addressed September 2014 Stop negotiating with yourself | Tune in to the other side's perspectives | Get real with your emotions | How would you handle this negotiating issue? | Marty & colleague quoted in WSJ article on management practices | NYC open courses August 2014 Don't withhold critical information | Break the deadlock | Negotiation impotence costs lives | "Learning by doing" created lasting impact | NYC open course Oct. 28-31| Inc. 5000 honors Scotwork NA again July 2014 The power of flexibility | How much should you disclose? | State your argument and shut up! | Negotiate throughout the sales process | Fall open course coming to the Big Apple June 2014 When it's time to walk away | Analyze before you act | How David gains an edge against Goliath | Scotwork NA champions young entrepreneurs | Register for summer & fall courses May 2014 Your attention, please | When your negotiating partner is distracted | Is it OK to be overconfident? | Forbes publishes Ananda's article | Marty to talk on power of preparation April 2014 Don't be rushed into poor decisions | Tell Goliath what's out of bounds | Don't get stuck on being right! | CA attorneys can earn CLEs | Marty leads May 4 panel March 2014 Clarify misunderstandings immediately | Are you misreading the other side's signals? | Don't put a price on my cat! | Scotwork NA on Twitter | Tutors speak on effective negotiation February 2014 Help others save face | Case study: Energy company negotiates favorable contracts & expands | Training Magazine article | March 20 workshop | Tutors speak at industry events January 2014 Rebuild key relationships | Put "If you..." before "then we..." | Jerry Langlois promoted to lead tutor | Democrats, Republicans, tear down that wall! | Hollywood's negotiators December 2013 Celebrate--and make a difference | David, stand up to Goliath with a solid proposal! | Cathy Rafferty, committed to your satisfaction | Tutor answers tough question | Meet Ananda Laberge, associate tutor November 2013 Thankful for personal & business relationships | Offer to share supply chain savings to neutralize price cut demands | Summarize agreements | One-time waiver of cancellation fee after additional bookings | "Negotiating with whales" Dec. 9 at Manhattan Chamber | Alumni page October 2013 Save integrity, not face | Get ready for your next move | Get to know customers and suppliers | Creative wish list secures better deal | Streamline RFPs | Submit tough questions | Scotwork NA alumni page September 2013 Committed to your sustainability | Open realistically, move methodically | Coaching negotiation playbooks | A must-have is a must-tell | Meet Julie Shen | Scotwork NA alumni page August 2013 Our growth, your better outcomes | Stand your ground with corporate giants | Supply chain analysis: Identify hard & soft costs | "Under what circumstances?" & "JUDO" help seal the deal | Inc. 5000 honor | Scotwork Strategic Negotiating July 2013 Negotiate with integrity | Supply chain: Ask the right questions--internally & externally | Tap the power of surprise | Don't get angry, get results | Scotwork in the news | Scotwork Strategic Negotiating June 2013 Get back in the N game | Refresh your skills | Dad's ice cream lesson | Supply chain: Don't give it away | Welcome, Ross LaGumina | Testimonial: Doors to closed flight opened May 2013 Negotiation a 24/7 life skill | Ask "curious" questions | Do you need to be replaced? | Supply chain: No talk, no gain | Scotwork NA a mover & shaker | SSN course April 2013 Buyers & sellers, learn from each other | Is your trading partner an introvert? | Supply chain: Expedite contracts | Testimonial: no more anger | Listen up! | SSN course March 2013 Avoid time trap | Use time as variable | Supply chain: incentives to lower costs | Testimonial: clients react better | Don't wait with complaints | SSN course February 2013 Create negotiation culture | Don't get "funneled" on price | Negotiating with bullies | Supply chain report | Streamline RFP process | Scotwork Strategic Negotiating course January 2013 Re-think ROI | Negotiating with experts | Negotiating bedtime | Supply chain report | Take the next step: Scotwork Strategic Negotiating December 2012 Losing? Make a proposal | Be ready for changing circumstances | Hitting a brick wall on price? Find something else valuable | New website offers tips & quiz | ASTD honors Scotwork NA November 2012 We can avoid fiscal cliff | Being irritating can pay off | Could Twinkies have been saved? | Walk in the other side's shoes | Supply chain report October 2012 Avoid deadlock | Supply chain analysis | Don't dilute strong arguments | Generosity can promote greed | 2013 course dates September 2012 Defining negotiation | Get priorities addressed | Don't cross my red line! | Save the date | Drought & strategic negotiating August 2012 Testimonial: $6.8M ROI in 2 months | Solve grievances | Trust me, I'm a negotiator! | Stop haggling | Supply chain professionals can earn ISM credits | Achieve your negotiation goals July 2012 A record quarter | Uncover surprise demands | Do more with less | Get better results | Education credits for lawyers and accountants June 2012 Enhance client and vendor relations | Behind every proposal lies a need | Scotwork blog: reasonable RFPs | Next Steps course now in Houston | More mobile app features May 2012 We're listening | Shrink the agreement gap | Write better RFPs | Alumni can access exclusive content on Scotwork mobile app April 2012 Link negotiations to core processes | Don't let that pen hover! | CPAs, earn CPE credits with Scotwork | Manage hard & soft costs | Jill & Gaetan now lead tutors | Connect with Scotwork Alumni March 2012 Debrief your negotiations | When to test assumptions | Negotiating over the phone | Scotwork Alumni group now on LinkedIn | Scotwork in the news February 2012 Make sure skills stick | Win a free consult | Didn't offer enough? | Account exec. nets over $800,000 | Chemical Engineering magazine feature | Meet Al Green | Add value with strategic negotiation course January 2012 Build relationships | Specific demands produce better outcomes | Medical Device magazine feature | Meet David Boucher | Scotwork mobile app | Next Steps: take negotiation skills to a new level December 2011 Trading with family | The salami technique | Meet Johnna Wellesley | Next Steps course November 2011 Use it or lose it | Hone your strategic negotiation skills | Avoid snapping their hand off | NBA lockout | Meet John Leehman | Survey says: $100,000 rewards October 2011 The power of preparation | Trade time for terms | Meet Jerry Langlois | Don't go out of bounds September 2011 Strive for value | Meet Jill Campen | Block unreasonable demands August 2011 Step 8: Agree | Debt ceiling negotiations | New Canadian office | Verizon vs. unions July 2011 Step 7: Close | Enhance day-to-day business | FAA partial shutdown June 2011 Step 6: Bargain | Negotiate with integrity | How to negotiate with a teenager | Contractors vs. unions May 2011 Step 5 continued | Repackage proposals | Dealing with competitive negotiators | Happy Days vs. CBS April 2011 Step 5: Package | Don't dilute arguments | Ad Age feature | Get more by asking UWC | Control price hikes | Real Estate vs. Texas Rangers March 2011 Step 4 continued | Meet our new team | Be curious | Handling price increases February 2011 Step 4: Propose | Sound proposals | Offering Choices | Negotiating with Auto dealers | NFL Owners vs. Players January 2011 Step 3: Signal | Multi-pointed claims | Teachers vs. school district November/December 2010 Step 2: Argue | Kraft vs. Starbucks | Bet on their opinion | Measuring training impact October 2010 Step 1: Prepare | Who doesn't negotiate | Don't haggle | Either/or proposals secure higher fees | Fox vs. Cablevision Scotwork (NA), Inc. 400 Lanidex Plaza Parsippany, New Jersey 07054 www.scotworkusa.com Back to top