We're listening to you

This newsletter is for you. Use it to get the best value for your negotiations, whether you're an alumnus of our courses or you're just curious about how negotiations can make a difference in your professional or personal life.

We appreciate your comments on the newsletter in last month's survey (article below). Every one of you who responded reads the tutorials on key skills, and most of you would like additional tutorials, so we'll try to add more. The survey also revealed your desire for in-depth articles, so we'll figure out how to provide them too.

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Keep the feedback coming, not only on the newsletter, but on our courses, materials, consulting and other services. Remember, we're always listening so we can deliver the best value to you.

Marty Finkle,

CEO & Lead Tutor 

Testimonial: sales team now negotiates better deals       

"After Scotwork's course, we noticed an immediate improvement in our sales team's ability to negotiate better deals.  

The methodology learned has been ingrained in everyone on the team, who can now recognize buying signals so they can develop quality proposals that lead to successful outcomes.

Plus, we've consulted with Scotwork when faced with difficult negotiations. The company's advice has proved invaluable in allowing us to understand our relative strengths and develop winning strategies."  

Kelly Cole,  

Vice President of Operations, Navis  

Let us show you how your company can negotiate more favorable agreements. Contact us. 

Tutorial: Shrink that agreement gap     

If the other side perceives your proposal as far apart from its needs with little chance of agreement, shrink the gap in their eyes. Incorporate areas of commonality into your counter-proposal.

For example, if the buyer believes a 15% price hike on your service contract is too high, explain that the actual per-hour, per-person fee amounts to only a negligible increase--which the buyer had requested during the negotiations. This way, your proposal is easier for those on the other side to accept and defend to their colleagues. 

Better RFPs: See Scotwork blog post  

Get better results from your RFPs. Learn key steps for preparing user-friendly requests in our recent blog post "RFPing in the wind."  

Subscribe to our blog and enjoy frequent anecdotes, tips and perspectives on various aspects of negotiating.

Read "RFPing in the wind" and subscribe.    

Survey says...tutorials valuable to readers      

Tutorials on key skills are the most popular section of Negotiating for Success, Scotwork NA's newsletter, and are typically read by 100% of respondents, according to our latest survey.  

Plus, more than 60% of respondents like to read case studies and testimonials, while more than 50% typically read the CEO's message. 

We encourage additional feedback on this newsletter! 

Email us.       

Tell us about your proposals & win a bottle of wine!    

How effective were you in the proposal process during your last negotiations?  

Spend about three minutes to complete this survey. We'll pick one entrant to win a bottle of fine wine!    

Alumni, access exclusive features on Scotwork mobile app           

As an elk preserver, you know the power of the little blue negotiation book. Now, if you forget it, you can access all the tutorial information in the free Scotwork mobile app, available on most smartphones.    

Here are two of our favorite features:

• Preparation checklist: includes the five agenda items to plan for and the checklist before starting a negotiation. Now if only they put, "Bring little blue book" on the list!
• Memory joggers: tips to take with when heading into a meeting, which are also easy for the rest of the team to review. 

To download, type "Scotwork" in your app store search bar. Then contact us for your alumni password so you can access blog posts, handouts, tutorials and more.  

Email us for your password.      

Sandy Sbarra

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Rich Waldrop Bio    Email

Simon Letchford

Bio   Email 

 

Jill Campen Bio   Email

Gaëtan Pellerin Bio   Email

     

Associate tutors

-David Boucher

-Al Green  

-Jerry Langlois

-John Leehman 

 

Register for Advanced Negotiating Skills on July 9-12 or on these dates:

Parsippany, NJ  

-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   

Chicago 

-June 11-14 

Montreal

Aug. 27-30

Toronto

Nov. 19-22 

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.