Make sure negotiating skills stick--and pay off

Sustain skills. Apply them. Get measurable business results.  

Scotwork is committed to making all this happen for you. That's why we offer tools like the post-course call, this monthly newsletter, and our mobile app with key tips and white papers. And we'd love to speak with you about how to ensure that you retain your skills.  

Take 3 to 5 minutes to complete our brief survey and you'll automatically receive a free consult!

And if you're looking for a more strategic approach where you can critique your prior negotiations and prepare for live cases, talk to us about The Next Steps course. You'll get to analyze, for example, how a particular client or vendor views you and how to use that knowledge to enhance your negotiation strategy. Find out more below. 

Free consult for taking survey!

Win TNS seat 

How well have your negotiation skills stuck with you? Take 3 to 5 minutes to complete our survey and you'll get to schedule a complimentary 30-minute consult with one of our lead tutors!

Plus, one winner will receive a free seat at The Next Steps course in April or August. Learn more in the Q&A column with Sandy Sbarra (bottom). 

Take survey now.

Congrats to Katrina Hichman of Flint Group, who was selected from all January survey entries to win a bottle of wine! 

Didn't offer enough? Take away something   

When you need to back down from an opening position (e.g. price) that's too high, offer concessions. These could include free shipping, a longer-term service contract for no extra charge, or a fixed price for two years.

As a buyer, you can encourage a take-away by asking, "What would I need to do to get a better price?"

"If you...then I..." nets $800,000+      

 "Thanks to what we learned in Scotwork's Advanced Negotiating Skills course, I was able to tell this to the buyer:

'If you authorize placement of three new core items on the shelf in two weeks, then I will pay slotting for the items valued at $100,000.' As a result, we experienced a net gain of $810,000."  

National account executive,  

major consumer packaged goods company                      

Waldrop's Chem. Engineering cover story explains total cost analysis    

How do you apply total cost analysis and negotiate for value in the chemical industry?  

See Rich Waldrop's front-page article in Chemical Engineering Magazine and learn principles that can be applied to many industries.

Read article.     

Meet Al Green, associate tutor     

After starting his career as a CPA, Al Green moved to the business side and spent more than 30 years in real estate portfolio and asset management for a major financial institution. There he managed a $1 billion portfolio as well as many acquisitions and sales, some exceeding $250 million.  

His other accomplishments included growing a start-up from 2 to 1,100 employees in five years and, as a client relations specialist, developing a national preferred vendors program. Al also proudly served as a First Lieutenant in the U.S. Army and is a Vietnam veteran. He remains active as a licensed real estate broker.

From Al's perspective:  "I consider it mission accomplished when we get course participants to incorporate lessons learned into their day-to-day negotiations."  

Email Al.     

The Next Steps course: analyze, adapt & add bottom-line value          

Scotwork VP Sandy Sbarra discusses The Next Steps (TNS) course.

Q: What's the biggest take-away from TNS?

A: Analyzing an actual negotiation so you can do better going forward.

Q: Can you give me an example?

A: One supplier had approached his negotiation with the perception that the buyer, a Fortune 100 company, didn't need his firm's service. But our diagnostic tool revealed that the buyer truly valued what the supplier offered and considered his firm a key strategic partner.

Q: Did that alter the supplier's approach to negotiating with that buyer?

A: Yes, and in a big way. The supplier stopped walking on eggshells and began to act from a position of strength, making proactive proposals that paid off for his firm.

Find out how TNS can pay off for your company.  

Email us.

Sandy Sbarra

Bio    Email   

Rich Waldrop Bio  Email

Simon Letchford

Bio  Email 

Register for Advanced Negotiating Skills on March 26-29 or on the dates below. Also, see dates for The Next Steps courses. 

Parsippany, NJ  

-March 26-29

-April 10-12: Next Steps

-Apr. 23-26 

-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   

Montreal

June 4-7

Chicago 

-June 11-14 

San Francisco    

-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.