Testimonial: Scotwork taught us to trade time for terms    

"Thanks to the process learned in Scotwork's course led by Rich Waldrop, we successfully completed the sale of our first major robotic milking system while also selling a new milk storage tank.  

The key Scotwork strategy employed was the ability to trade time (of our deliveries) for terms, and we didn't give anything away."   

Steve Pretz, the GEA Group

Meet Jerry Langlois, associate tutor     

Jerry brings a positive, engaging style to every negotiation skills training. With a broad background as a sales executive, learning and development specialist and business owner, Jerry has worked with high-profile clients such as Marriott, BASF, Merrill Lynch and Liz Claiborne. His efforts are often recognized for their strategic approach to optimize performance, raise productivity and increase revenues.   

He earned his Bachelors in Economics at Fairleigh Dickinson University and served on the Board of the Northern New Jersey chapter of the American Society for Training and Development.

Jerry's perspective: "I'm all about what's possible in negotiations. To find creative solutions, share specific information so both sides can understand what's most important to each other's success. The question I always ask is, 'Do you want to spend time negotiating the real issues or dancing around them?'" 

Email Jerry. 

Don't go out of bounds      

The other party doesn't like being told, "Take it or leave it," but you need to identify certain points on which you're not able or willing to negotiate.  

To diffuse this uncomfortable situation, explain that while this point is not negotiable (out of bounds), you could be flexible on other points. This gives those on the other side somewhere to move without appearing that they caved in.  

Survey says...39% spent 1 hour on preparation      

About 39% of respondents to Scotwork's survey spent about an hour preparing for their most recent negotiations. Plus, more than 28% said they revisited preparation many times before, during and after negotiations (see CEO's message).    

 Other highlights:

• 50% said preparation enabled them to feel more in control, to improve outcomes, to communicate and resolved key issues, and to be part of a team that was more coordinated in negotiations.
• More than 83% had 1 to 4 items on both their wish and concession lists.
• More than 66% rated their negotiation performance as good (out of poor, fair, good & excellent).

Congrats to Mark Jarvis of Flint Group, whose name was selected at random from all survey entrants to win a bottle of wine.

Enter this month's survey below and you could be a winner!

Successes from negotiating skills training... take our survey and win a bottle of wine!

Scotwork NA wants to know
more about the results you achieved after your negotiation skills training. 

Just complete our brief survey (should take three minutes or less), and you'll be entered into our monthly contest to win a bottle of fine wine!

 Complete survey now. 

Sandy Sbarra

Bio    Email  

Rich Waldrop Bio  Email

Simon Letchford

Bio  Email 

Register for Advanced Negotiating Skills on Nov. 7-10 or any date below. See all 2012 dates.  

Parsippany, NJ  

-Nov. 7-10

-Dec. 5-8

-Jan. 23-26

San Francisco   

Feb. 13-16 

Chicago

March 12-15

Canada (city TBD) 

Apr. 2-5  

About Scotwork

North America

Scotwork (NA) Inc. is the North American division of Scotwork Negotiating Skills, the world's largest independent provider of negotiation skills training and consulting with offices in 35 countries.

Its seasoned negotiators offer consulting and training in 22 languages to more than 9,000 executives and managers worldwide. Scotwork's clients receive an average return of 10 times the course fee within three months.