2012 has been a year of terrific gains and innovation for Scotwork NA, and the second quarter was our strongest ever. Along with significant growth in the retail, chemical and pharmaceutical sectors, we increased our presence in online commerce in the U.S. and Canada.

Scotwork NA has consistently exceeded the expectations of our clients, who have reaped significant ROI from our courses. As a result, these companies have been adopting our negotiating strategies for the long run.

Additional opportunities 

We have also expanded our consulting services and strengthened our role as a trusted business partner to help our clients win major contracts.  

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Let us help you achieve your goals. Contact us.   

Tutorial: For surprise demands...peek into the open door     

When confronted with an unexpected demand like a 10% across-the-board price reduction, you face a dilemma: Say yes and risk this unconditional concession, or say no and risk a deadlock.

Try the "Just suppose" approach to see what's beyond the door without committing yourself. So instead of shutting out information that you may need later in the negotiation, say, "For argument's sake, let's say we agreed to this price cut...."  

Do more with less...but don't get hung up on price      

by David Boucher, 

Associate tutor  

As companies strive to get more done with fewer resources, quality can be compromised. Some firms use a request for quotation (RFQ) to get the lowest bids--allowing cost to prevail over value.  

A better approach is to use negotiation, which goes beyond cost and considers other aspects of the business so both sides can make out better. Compare the value of these two deals:

RFQ: low cost but no safeguards

• Supplier wins business, offering 14 million units a year @$6.50 per unit for $91 million
• No assurances on quality, supply or profit for either side   

Negotiation: quality, supply & profits assured

• Two sides agree on five-year contract with an initial price of $6.36 per unit for $89 million.
• Supplier keeps buffer stock of units at client's facilities, paid for on the 30th day of every month based on usage.
• Every quarter, teams on each side review the supply and price to see if they can improve the deal for both parties while maintaining or increasing profitability.
• A hot line is established between both companies to resolve day-to-day issues.
• A parameter is set to ensure high quality.  

To find out how negotiation can help your company "do more with less," contact us. 

Ask your burning negotiation question, win bottle of wine!   

Do you have a tough question about your current or recent negotiations? Scotwork NA wants to provide you the answer that can help you maximize results, at the same time giving you a chance to win a bottle of wine.

Each question submitted will be answered privately by a lead tutor, and one will be selected to receive a bottle of fine wine. Submit your question (only one) and write "Hot question" in subject line. 

Get better results: "Scotwork Strategic Negotiating" Nov. 6-8     

Education credits for lawyers and accountants        

Advanced Negotiating Skills has just been approved for 29.7 hours of CLE credits in New Jersey. If you practice outside the state, we may be able to help you apply for credits from your organization.

CPEs for accountants nationwide   

Don't forget that we're a licensed NASBA education provider. If you're a CPA in virtually any state, you can earn 33 CPE credits for Advanced Negotiating Skills and 30 for Scotwork Strategic Negotiating.

Take advantage of these outstanding opportunities to earn valuable continuing education credits while learning the skills you need to negotiate professionally and ethically--and achieve the desired outcome.  Contact us.

Follow the Scotwork blog      

Develop your negotiating savvy. Get intriguing insights, tips, anecdotes and perspectives. Follow Scotwork International's blog.

Sandy Sbarra

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Rich Waldrop Bio    Email

Simon Letchford

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Jill Campen Bio   Email

Gaëtan Pellerin Bio   Email

     

Associate tutors

-David Boucher

 (see article) 

-Al Green  

-Jerry Langlois

-John Leehman  

   

Register for Advanced Negotiating Skills on Sept. 10-13 or on these dates:

Parsippany, NJ  

-Aug. 21-23: Scotwork   Strategic Negotiating -Sept. 10-13

-Oct. 8-11  

-Nov. 12-15

-Dec. 10-13   

San Francisco    

-Aug. 9-12 (full)  

-Oct. 15-18  

Chicago 

Houston

Nov. 6-8: Scotwork Strategic Negotiating 

Toronto

Nov. 12-15

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 33 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.