Debrief your negotiations

Pay attention to what you're doing when you're not negotiating. Use the time between sessions to deconstruct your recent conversation with those on the other side.

What did they say to help you better understand their issues, objectives, principles and anticipated actions? Use this analysis to make the most out of your next session.  

For example, if your debriefing reveals that the buyer was committed to sustainability, you as the supplier might stress high-quality service instead of preferred rates on replacement parts. Otherwise, you may make erroneous assumptions that could cost you (see next article). 

Let us help you debrief your negotiations so you can achieve the best outcomes. Contact us. 

Tell us about how you debrief. Take our survey below and you could win a bottle of wine.  

Test assumptions in Argue step  

During the Preparation step, you may need to make assumptions because you don't know everything about the other party.  

But be sure to test these assumptions in the Argue step. Instead of saying, "As you know...," say, "Did you know...?" or "Am I correct in assuming....?"  

Incorrect assumptions can lead to long, drawn-out negotiations with little to show for your efforts.

ANS "best course I've ever taken": 18-year sales professional    

"Advanced Negotiating Skills was the best and most relevant course I've ever taken in 18 years as a sales professional.  

"Fast-paced, intense and methodical, this course provides a structure by which one can negotiate successfully in a highly ethical manner with an outlook toward a win-win.

"Instructors Jill (Campen) and John (Leehman) were engaging, analytical and great mentors. I would highly recommend ANS to anyone who needs to negotiate, regardless of their occupation."  

Clayton Siemens

Avis Budget Group

Email your success story and we may feature you and your firm in our next issue. 

$100,000+ ROI from ANS: survey    

Nearly 65% of survey respondents said that they achieved an ROI of $100,000 or more from a single negotiation after completing Scotwork's Advanced Negotiating Skills course.  

More than 40% said they enjoyed a return of $250,000 or more. Plus, about 65% said the course gave them more credibility with a seller, buyer or other negotiating partner.

Congrats to Rich Charca of Marketstar, selected from all survey entrants to win a free seat at The Next Steps course! See this month's survey below. 

Do you debrief your negotiations? Take survey, win bottle of wine  

We want to know more about how you debrief between negotiating sessions.

Complete our brief survey and we'll pick one entrant to win a bottle of fine wine.  

 Take survey now.

Tutor's corner: for negotiations over the phone, send proposal first   

Sandy Sbarra answers a question from a CFO on steps for negotiating an employee's salary over the phone. 

1. Assuming you're clear about the power balance and what's a good deal for both parties, send the proposal before the call with a note that you'd like to discuss it. Never allow negotiations over email. 
2. On the call, ask for a reply. If the employee rejects the proposal or voices concern, ask, "What would we have to do to make it acceptable?"
3. If the response is off the reservation, tell the employee right away and structure the expectations. But if the reply is reasonable, pose this trial question: "Suppose what you asked was possible; would we then have a deal?"
4. If the response is not a "yes," then ask, "What else do we need to do to reach an agreement?"  

Connect with Scotwork NA alumni, join Linked in group     

Share insights with others who've participated in Scotwork NA's courses and consulting.

Join our new Linked in group and be part of an ongoing dialogue about what you've learned in the classroom along with your successes and challenges.  Join now. 

Scotwork NA in the news    

Learn more about negotiating for value. Read these recent articles written by two members of the Scotwork NA team. 

Chemical Engineering (cover story, Jan. 2012) 

Total Cost Analysis Aids Purchasing Negotiations 

by Rich Waldrop  

Medical Device & Diagnostic Industry (Dec. 2011) 

Negotiate for Value: Reengineer your purchasing  

by Tom Governale  

Sandy Sbarra

Bio    Email   

Rich Waldrop Bio  Email

Simon Letchford

Bio  Email 

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

Parsippany, NJ  

-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.