Boost ROI: link negotiations to core processes

The beauty of effective negotiations is that it can directly impact your business and increase ROI. One client, a major apparel manufacturer, did this by linking negotiations to its sales management.

Thanks to what they learned on ANS, the manufacturer's account management professionals used powerful techniques such as robust wish and concession lists. Their wish list included a way for retail outlets to support their brands--critical to long-term success--while their concession list excluded anything they considered important.

Don't let that pen hover!    

Just when you're about to seal the deal, you see a scary sight: Your negotiating partner's pen is hovering just above the agreement! He or she won't sign before asking for one or two final concessions.

These seemingly innocent last-minute requests could include a reduced delivery fee from a buyer or a six-month contract extension from a supplier. But if you say yes, the other side may ask for more.

Be prepared with a robust wish list. So if your negotiating partner asks for something big, ask for something of equal value in return. And if it's a small request, ask for something small. This trading method ensures that you don't give anything away without getting something of equal value in return.

CPAs, earn CPE credits at Scotwork's courses     

Become a more effective negotiator while earning continuing professional education credits.  

Scotwork NA has become a licensed education provider for the National Association of State Boards of Accountancy and can offer 33 CPE credits for Advanced Negotiating Skills and 30 credits for The Next Steps.  

Find out more.  

Survey says...Debriefing uncovers other side's objectives     

Finding out more about your negotiating partner's objectives and principals was the most important benefit of debriefing, according to 70% of respondents to last month's survey.   

Plus, 60% said debriefing was "extremely valuable" to their negotiations, and 80% said they plan to debrief more often in the next 12 months.

Congratulations to Bill Henn of Halliburton who was selected from all respondents to win a bottle of wine. Enter this month's survey (below) for your chance to win.  

Give us your opinion on our newsletter, win bottle of wine!    

We want to know more about what you like to read in this newsletter.

Spend three minutes or less to complete this survey and we'll pick one entrant to win a bottle of fine wine!  Take survey. 

Total cost analysis helps manage hard & soft costs: Rich's article      

Learn how total cost analysis enables you to set a weighted scale on hard and soft costs and offer more flexibility on negotiating terms and fees. Read Rich's article below. 

Negotiating for Value by Rich Waldrop

Business & Industry Connection (April)   

 Read article.  

Jill & Gaëtan now lead tutors  

Jill Campen and Gaëtan Pellerin have been promoted from associate tutors to lead tutors, "a testament to their ability to bring about the best in participants so they consistently maximize results," said CEO Marty Finkle.  

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Jill brings extensive' experience in international training, leadership coaching, negotiation and organizational change. She is known for her ability to nurture relationships, create positive working environments and produce measurable results. 

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Gaëtan, who heads the Canadian operations, has broad experience in negotiation, sales management and process improvement. He brings a special ability to build bridges among those from different cultures and with divergent opinions. Gaëtan is fluent in French and English. 

Join Scotwork NA Linked in group, connect with alumni      

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. 

Sandy Sbarra

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Rich Waldrop Bio  Email

Simon Letchford

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Register for Advanced Negotiating Skills on May 21-24 or these dates:

Parsippany, NJ  

-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

Aug. 27-30

Toronto

Nov. 19-22 

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.