What an incredible year it was at Scotwork NA. Nearly 1,200 participants from various industries throughout North America attended our courses. As a result, they saved countless dollars, increased revenues and enjoyed many other professional and personal wins.

Thanks to all of you for making 2011 such a memorable year. We hope that what you learned will positively impact your lives and your negotiation outcomes in 2012. We look forward to hearing more about all your wins, and can even publish some of your stories in future issues of the newsletter.

We're taking a break from Dec. 19 until Jan. 2 to recharge our batteries. So have a great holiday and a terrific new year. Good negotiating in 2012!! 

Survey: "You're family, so let's trade!"   

We trade more often with family members than with suppliers and vendors! According to Scotwork's latest survey, more than 42% of respondents traded with family members at least once during the previous seven days, compared to just 31.5% with coworkers and 26.3% with suppliers or vendors.

More than 36% of respondents made at least five trades in those seven days, while about 63% made one to four trades. Money, additional benefits/perks, assistance and time all ranked equally for the question, "Which of these did you trade for?"   

Season of giving

With the holiday season upon us, remember that not everything is a negotiation. So have fun giving freely to family and friends! 

Congratulations to Andy Smith from a major oil services company, whose name was selected from all November survey entries to win a bottle of fine wine.    

Look for our new survey in the January issue, your next chance to win a bottle of wine. 

Trade concessions in slices    

A donkey won't move any faster for a truckload of carrots than for a single carrot. So if you only have a few concessions, don't trade them in one large lump. Slice them up into smaller pieces--the salami technique--to give yourself more flexibility when you bargain.  

Then, even if the other party knows your total requirement, you can choose to concede only part of it.

Meet Johnna Wellesley, associate tutor     

With extensive experience in negotiation, marketing and talent management, Johnna has successfully negotiated filming location agreements for the British Broadcasting Corp., where she also managed acquisition and publishing rights. She later worked for Universal Music Management, managing careers of exceptional contemporary talent.  

As a consultant, Johnna helped clients generate long-term revenues through multi-layered marketing campaigns with artists and global brands.

Thanks to the natural empathy Johnna brings to the classroom, participants in her negotiating skills courses are able to create positive behavioral changes and produce better outcomes.

From Johnna's perspective: "It's important for me to get participants in a negotiation skills course to feel comfortable. When they do, amazing results will follow."

Email Johnna   

Next Steps course: take negotiation skills to a new level       

Learn a more strategic approach to your negotiations with Strategic Negotiation Skills-Scotwork the Next Steps course. You'll analyze your prior negotiations and see how this process fits into your organization's broader business objectives.  

Classes are open to those who've completed the Advanced Negotiation Skills course. See schedule on right. Email us.   

Congrats to winner of free seat!     

Congratulations to Mike Mosher of Bank of America, winner of a free seat at Scotwork's Advanced Negotiating Skills course! Mike's name was selected from all who entered our negotiating analysis contests throughout the year.  

To learn more about enrolling in our courses, email us. 

Happy Holidays from Scotwork NA      

Have a safe and joyous holiday season!   

Sandy Sbarra

Bio    Email   

Rich Waldrop Bio  Email

Simon Letchford

Bio  Email 

Register for Advanced Negotiating Skills on Jan. 23-26 or on the dates below. Also, see dates for Next Steps courses. 

Parsippany, NJ  

-Jan. 23-26

-March 26-29

-April 10-12: Next Steps

-May 21-24  

-July 9-12

-Aug. 21-23: Next Steps  -Sept. 10-13

-Oct. 8-11  

-Nov. 6-8: Next Steps

-Nov. 12-15

-Dec. 10-13  

Canada (city TBD)

Apr. 2-5 

Chicago

-March 12-15

-June 11-14 

-Sept. 24-27 

San Francisco   

-Feb. 13-16  

-Aug. 9-12  

-Oct. 15-18  

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.