Scotwork sun banner
Negotiating for Success 
August 2013  
In this issue...
Stand your ground with corporate giants
Supply chain analysis
Success story
Inc. 5000 honor
Scotwork Strategic Negotiating

Meet our other
lead tutors

Sandy Sbarra
Rich Waldrop
Simon Letchford
Jill Campen
Gaetan Pellerin

Associate tutors

David Boucher

Al Green

Ross LaGumina 

Jerry Langlois

John Leehman  

 

Open coursesSandy Sbarra  

All courses are
Advancing Negotiation Skills (ANS) unless
Scotwork Strategic Negotiating (SSN) is indicated.

Parsippany, NJ
-Sept. 16-19
-Oct. 7-10
-Nov. 11-14
-Dec. 9-12

San Francisco 
Oct. 14-17

Houston 
-Nov. 4-6 (SSN)
-Dec. 2-5

Chicago 
Sept. 23-26

Vancouver, BC 
Oct. 21-24

Las Vegas 
Oct. 28-31
 
Toronto  
Nov. 18-21

Register here.




CEO's message: Our growth, your better outcomes 
            
Greetings! 

 

When I learned that Inc. Magazine had ranked us as one of the fastest-growing private companies, with a 113% growth rate (see below), I started thinking about what has driven our success. I came up with a simple answer: all of you.  

  • You've referred us to colleagues within and outside your organization.
  • You've shared your negotiating success stories, which have helped us do a better job serving other companies.
  • And most of all, you've trusted us to give you the tools and processes to change your behaviors and produce measurably better results.

Thank you for making Scotwork NA a top negotiating skills training and consulting firm. We'd like to return the favor by helping you achieve even better outcomes. Call us.  

Marty Finkle


Marty Finkle,  
CEO & Lead Tutor


 

Tutorial: Stand your ground with corporate giants    

man talking to woman

 

When negotiating with individuals from a much larger company--who may try to overpower you--gain the upper hand by dealing with each of their demands one at a time.

 

Start by asking them to prioritize these demands, so you can determine which are the most practical for your company to concede. Then you can agree to them in exchange for something of equal or greater value to your side.

 

Plus, don't let the other side continually propose items that you're asked to agree upon. Make proposals that force them to respond.  

Supply chain analysis: As inventories rise, identify hard & soft costs     
man at warehouse    

As inventories across manufacturing, wholesale and retail continue to climb (see Council of Supply Chain Management Professionals report), buyers and sellers will need to think beyond volume discounts, which could further increase supplies to undesired levels.

 

Both sides need to pay more attention to the total cost of ownership approach, which combines the hard and soft costs of purchasing assets. For example, the hard costs of a manufacturing tool would include the purchase price, shipping costs, installation, maintenance contracts and spare parts. All are "hard" because they're tangible and easily counted for.

 

But equally important are the soft costs related to support, training and downtime. Since they don't occur at acquisition time, soft costs are often overlooked in budgets, leading to unexpected increases or a project that's overdue or has serious quality issues.

 

Want help figuring out your hard and soft costs? Contact us.
Success story: "Under what circumstances?" and "JUDO" help seal the deal

businessmen shake hands

"I had been working on getting a new customer signed and engaged, but they had been stalling.   

 

"So I decided to summarize what we had done together over the last six months and ask a direct question: 'What's holding you up from moving forward?'

 

"As I suspected, it was a budget timing issue. So I proposed that if they were willing to get the purchase order issued no later than Sept. 6, then we would allow them to put a small amount (20%) down and pay the other 80% in January when their new budget opened up. I sent the proposal with a detailed summary and got an email back that they are moving forward and they agree to our framework."

 

Sales director

Major communication company

 

Analysis

After being stuck in the negotiation, the sales director asked his client what was in the way of moving forward--a version of the question, "Under what circumstances will you accept our proposal"--the ideal strategy for this situation. Then he used the answer to create a proposal that gave the other party what they wanted--on his terms (JUDO!). 

Inc. 5000: Scotwork NA recognized for growth & success
 

Inc. 5000 Inc. Magazine has ranked Scotwork NA number 2984 on its Seventh Annual Inc. 500/5000 list of the nation's fastest-growing private companies. The ranking was based on Scotwork NA's impressive 113% growth rate in the past three years.

 

"Our growth is a function of the trust we've earned from clients," according to CEO Marty Finkle. "Clients know we can help them achieve measurably better results-as we've done for nearly four decades with a wide array of companies throughout the country."

 

Take the next step:
Scotwork Strategic Negotiating (SSN)
Marty Finkle
Achieve even better outcomes and make yourself invaluable to your organization.
Enroll in SSN and get analytical tools to guide you through more complex negotiations. And learn how to select the best strategies for your next major negotiation. Contact us.

 
Share the value! 
Did you get value from this newsletter? Then share it with your network on LinkedIn, Facebook and Twitter (links at top).

usa@scotwork.com  |  (973) 428-1991  |  www.scotworkusa.com

View our profile on LinkedIn Join our alumni group.                 Visit the Scotwork blog.  Visit our blog