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Negotiating for Success 
November 2014 
In this issue...
Tutorial: Avoid renegotiating
Blog: Let go of your strategy and listen
SSN: Get even better results
Engaging webinar on power balance
More NYC courses
Meet our
lead tutors
Sandy Sbarra
Rich Waldrop
Simon Letchford
Jill Campen
Gaetan Pellerin
Jerry Langlois
Associate tutors
Ananda Laberge 

Ross LaGumina 

John Leehman 

Julie Shen   

 

Open courses Gaetan Pellerin presenting All courses are
Advancing Negotiation Skills (ANS) unless
otherwise indicated.

Parsippany
-Dec. 8-11
-Feb. 16-19
-March 16-19
-March 30-Apr. 2    (SSN)
-Apr. 27-30
-June 15-18

New York City
-Jan. 20-23 
-May 18-21  
  
Columbus, OH
Dec. 8-10  

San Francisco area 
-Feb. 2-5
-May 4-7 

Chicago
-March 2-5
-June 1-4   

Montreal 
May 11-14 (French)
CEO's message: Empower your team to negotiate successfully                                         
 

   

Effective leaders know when to check their egos at the door. If you head a department (e.g. sales, procurement, finance, etc.) or a division, your company's success in negotiations depends on your ability--and willingness--to empower key players on your team.

 

Let those already working with the other party lead the negotiation, perhaps while you act as a summarizer and help move the process in the right direction. Then you can evaluate the final agreement and how well your team did in securing a deal that avoids the need for further negotiation (see Tutorial).

 

Take the time to teach your people important negotiation skills like getting relevant information from the other side and effectively communicating it to your team. And if you or members of your team need to hone these skills, call us.

 

On this Thanksgiving, I'm thankful for many things--including the team around me. You should be too.  

 

Happy Thanksgiving to you and your family from Scotwork NA and our families.   

    

 

 

 


Marty Finkle, CEO      
    
Tutorial: Seal the deal to avoid renegotiating

 

If both parties don't walk away with clarity about terms and next steps, then you may end up wasting precious time renegotiating one or more aspects of the agreement.

 

 

 

Before you get to the closing, be sure to summarize frequently and publicly. Then, when ready, present a comprehensive and easy-to-understand agreement with clear next steps--which can serve as an extension of your ongoing summarization.  

 

For other tips on closing deals, contact us. 

Blog: Let go of your strategy...and listen            

Never be so locked into your negotiation strategy that you don't pay attention to the other side's perspective. Every time you say, "Yes, but..." during a negotiation you're not listening, according to Mike Freedman.  

 

Learn more about understanding and responding to the other party. Read Mike's blog.

 

Scotwork Strategic Negotiating: Get even better results                                    

When you're ready to take your negotiation success to the next level, consider enrolling in Scotwork Strategic Negotiating (SSN).  

 

 

In this course, we'll analyze one of your actual negotiations to determine not only what steps you took but why you chose this path. Plus, we'll explore what's driving the other side's actions. 

 

Topics covered 

  • Whether your guiding principles and strategic objectives align with the other party's
  • How you performed in your recent negotiation, including problems uncovered and improvements for the next session
  • How the other side values its relationship with your company

Scotwork NA can tailor an SSN course for your company. Or, with at least four people, you may enroll in an open course. Contact us.

 

Webinar: Engaging session on power balance                                  

 

Assessing your side's power to achieve better results was addressed in a dynamic webinar that attracted more than 25 participants. Sandy Sbarra led the lively 30-minute debate on Nov. 21.

 

If you missed it, view the recording. 

 

Stay tuned for more information on future webinars. 

 

NYC open courses: Rising interest leads to more dates                             

Thanks to the overwhelmingly positive response to Scotwork NA's first New York City open course in October, additional courses have been scheduled in 2015.

New dates include Jan. 20-23 and May 18-21.  Find out more.
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