CEO's message: Committed to your sustainability
Greetings!
Whether you completed ANS (our gold-standard course) last month, last year or five years ago, you should always be able to call on the strategies learned to help maximize outcomes. And we're committed to making this happen for you in several ways:
Scotwork NA alumni web page
Check out this newly launched page with a host of tools designed to help you sustain the skills learned (article below).
Coaching and consulting
Find out about the options for getting help with your specific negotiations included our recently launched Coaching Negotiation Playbooks (article below).
Scotwork Strategic Negotiating
Take your negotiating skills to a new level with this hands-on course exclusively for ANS alumni.
And you can always reach out to me or another Scotwork NA tutor. We're all negotiation specialists who can help you figure out how to sustain your skills, maximize outcomes and prepare for live deals.
Marty Finkle,
CEO & Lead Tutor
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Tutorial: Open realistically and move methodically
Contrary to popular belief, you should not open with an extremely high- or low-ball proposal so you have lots of "wiggle room" later.
Remember, most commercial negotiations are not one-off transactions like buying a used car; they involve potential long-term relationships.
Offering an opening proposal at 50% above or below the final price you'll settle for will prove self-defeating, costing you time, credibility and often the deal itself.
Be optimistic, but keep in mind that, at a minimum, effective proposals must address the other party's issues and allow you to answer the question, "How did you get to these numbers?" with logic and facts. A defendable opening will avoid the need to make large, unilateral movements in your position, and instead allow you to trade modest movement for other potentially valuable variables.
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Sustainability tool: Coaching Negotiation Playbooks
Scotwork NA has launched Coaching Negotiation Playbooks, a special course designed to show your company's leaders how to coach negotiators to produce better outcomes.
It starts with the creation of your custom-designed playbook that reflects your business initiatives. Then we show leaders how to coach negotiators, incorporating key skills, behaviors, tools and processes--all tied to your playbook.
Find out how these playbooks can help your organization sustain critical negotiation skills. Contact us.
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Blog: A must-have is a must-tell
 When you "must have" a particular issue, tell the other side and do it early, such as in the opening statement.
See how a young woman's early disclosure helped her dictate the dates for the closing on her first house despite a tight schedule. Read Al Green's blog.
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Meet Julie Shen, associate tutor
With a proven ability to create nurturing business environments, Julie Shen has produced outstanding results in sales, leadership and customer service training. Her experience includes 20 years in the travel industry where she consistently negotiated more favorable rates, upgrades and amenities on behalf of her clients. Julie also spent 10 years in training, coaching and consulting, where she focused on presentation skills, leadership and customer service. Julie is based in Orange County, CA and is part of Scotwork NA's budding team of West coast specialists who serve its clients throughout this region. From Julie's perspective "For a negotiation to be effective, we need to create an environment of trust so both sides can win. As a tutor, I always strive to make this happen."
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