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CEO's message: $6.8 million ROI in 2 months
What's the payoff of Scotwork NA's negotiating courses? Recently, I calculated the aggregate ROI of five companies who together put 60 people through Advancing Negotiation Skills (ANS). The numbers were extraordinary: $300 million ROI in just 60 days.
One company gained $6.8 million--$6.2 million in revenue recognition and another $600,000 in reduced costs--within two months after completing ANS. Plus, our clients' long-term ROI has been equally impressive, including a firm that has attained $8 million of ROI every year since 2007, transforming its business culture in the process.
Of course, your organization's ROI will vary depending on many factors. And we're committed to helping you make a bottom-line impact, so talk to us about how to measure ROI and other ways to maximize results.
Contact me directly, and we'll discuss how you can make a meaningful impact.
Marty Finkle,
CEO & Lead Tutor
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Tutorial: Grievance against you? Ask other side to propose a remedy
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Complaining is much easier than explaining. If those on the other side bring up a grievance, get them to propose a remedy.
In 40% of cases, they won't know and may ask you for a proposal, which puts you in the driver's seat. And in another 40% of cases, they'll ask for something relatively easy to comply with like a letter of apology or assurance that it won't happen again. In the other 20% of instances, they'll ask for more than you're prepared to give, compelling you to negotiate.
Use this strategy and you'll usually wind up with a low-cost means to resolve the other party's issue.
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Testimonial: Sales force enhances buyer relations
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 "As a result of Scotwork's course, we now link negotiations with strategic account management.
The robust preparation enables our sales force to enhance relations with buyers by skillfully packaging proposals so we extract the best value, while at the same time satisfying clients' needs."
Joe Coffey
Baxter Healthcare Corp.
If you'd like to improve your relations with clients or vendors, contact us.
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Trust me, I'm a negotiator!
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 Beyond nuts-and-bolts negotiating skills is a critical quality that helps achieve better outcomes: integrity.
Those of us in long-term business relationships should understand that the integrity we've exhibited with these individuals may influence how favorably they treat our offers when we negotiate.
People tend to take a risk to get away from relationships they don't trust and to give themselves the opportunity to establish a new one which they do trust.
Read entire post from David Banister at the Scotwork blog.
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Stop haggling: revisit 8 steps in Marty's article
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 Are you still quibbling over price when you should be negotiating?
Take another look at the eight steps and other tips in Marty's New Jersey Business column, "Leave the haggling to flea markets."
Read article.
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Supply chain professionals, earn ISM credits at Scotwork courses
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 Scotwork North America is proud to offer continuing education hours for supply chain professionals through the Institute for Supply Management.
Participants who successfully complete the Advancing Negotiation Skills program will receive 24.75 hours of continuing education. They may be applied toward ISM CPSM recertification, CPSD recertification, C.P.M. recertification, and/or A.P.P. reaccreditation program requirements.
To learn more, contact us.
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Achieve your negotiation goals with Scotwork courses & coaching
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Whether you're a Scotwork NA alumnus looking to practice live negotiations or need to build a negotiating culture at your firm, we have a suite of courses and coaching programs to help you produce better outcomes.
Advancing Negotiation Skills (ANS 1) formerly Advanced Negotiating Skills
...gold-standard course
Advancing Negotiation Skills (ANS 2)
formerly Skills Builder
...skills-building follow-up
Scotwork Strategic Negotiating (SSN 3)
formerly The Next Steps
...analyze your negotiations, prepare for long-term negotiations, diagnose buyers' & sellers' behaviors, link to guiding principles & long-term objectives, and incorporate all of this into both sides' business practice
Coaching Negotiations
...individual or team tailored to your needs
Live Negotiation Preparation & Practice:
...work with us to maximize results on your actual negotiations
Contact us and we'll determine the best program for you.
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Only a few seats left...
9/24: Chicago (ANS)
11/6: Houston (SSN)
11/12: Toronto (ANS)
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Space is filling up so sign up for these courses:
Advancing Negotiation Skills (ANS 1)
Reinvigorate your techniques
-Sept. 24-27: Chicago
-Nov. 12-15: Toronto
Scotwork Strategic Negotiating (SSN 3)
Achieve even better results
Nov. 6-8: Houston
Register now
See complete schedule below and contact us.
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Meet our other
lead tutors...
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Sandy Sbarra
Bio Email
 | Rich Waldrop
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Simon Letchford
Bio Email
 | Gaëtan Pellerin
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Associate tutors
-David Boucher
-Al Green
-Jerry Langlois
-John Leehman
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| Open courses | |
All are Advancing Negotiation Skills unless otherwise indicated.
Parsippany, NJ
-Sept. 10-13
-Oct. 8-11
-Nov. 12-15
-Dec. 10-13
Chicago
Sept. 24-27
San Francisco
Oct. 15-18
Houston
Nov. 6-8: Scotwork Strategic Negotiating
Toronto
Nov. 12-15
Register.
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About Scotwork
North America
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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.
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