Whitepapers
Recent updates from our
blog
We have been building a library of papers covering some of the
most common issues that are raised during our negotiation skills
courses. You can see the topics listed below and click on the links
attached to download the articles in full as a PDF format. If
you do not have a copy of Adobe Acrobat Reader, you can download it from Adobe.
If you have an issue you would like us to cover, email us at info@scotwork.com, and we'll take a
view.
If it's been a while since your training, you may wish to refresh
your skills on our one day follow up programme (contact us for
dates and venues) or upskill on the Next Steps programme (click here for what it covers).
Whatever, we'd be glad to hear from you.
Visit our BLOG http://www.scotworkblog.com/ to
keep abreast of our views.
"Manage conflict;
don't get your lines crossed?"
Mike Freedman, Scotwork Turkey
As Scotwork consultants we repeatedly see that conflict emerges
almost out of thin air ‐ and often it is difficult to determine why
this happens. In the space of a short exchange of words, in a
single "transaction", tempers flare and the opportunity for
agreement is suddenly lost. Why is this?
Download
paper
"Negotiating for
value"
By Martin P. Finkle, CPT, Scotwork USA
Learning the total cost of ownership can place you in a better
position to negotiate for value. Here are 8 lessons from the
medical device industry.
Download
paper
"Look out for the opportunity
to close the deal and make a difference to concessions you
make"
Robin Copland, Scotwork UK
Negotiators ignore the final stages of a negotiation at their
peril. Late and sometimes expensive concessions go straight to the
bottom line and will have an adverse effect on the profitability of
your final agreement.
Download
paper
"Don't put your foot in
it, put their words in your mouth"
Keith Stacey, Scotwork Australia
It may sound slightly unhygienic but it is far better than
putting your foot in it! You may also find that you become a better
negotiator as a result.
Download
paper
"The
negotiators dilemma; who proposes first?"
Stephen White, Scotwork.
Like most areas of business life, negotiating is a dynamic,
moving process which requires a flexible and creative approach if
there is a chance of reaching a mutually acceptable solution.
Download
paper
"Can you afford to
walk away; can you afford not too?"
Mike Freedman, Scotwork Turkey
As consultants we regularly talk to people on either side of the
same negotiation and we often notice that both sides view their
position as uniquely negative or disadvantaged.
Download
paper
"Don't
Mistake Negotiating For Haggling"
Adam Sands, Scotwork New Zealand
A common negotiation mistake made by many sales people is
thinking that negotiation is about persuading the other guy that he
wants what you're offering....
Download paper
"If you are in
control, you are not going fast enough..."
Andrew Farquhar, Partner,
Scotwork
Stay in the driving seat in your negotiations to get better
results
Download
Paper
"Dealing with difficult
people"
Alan Smith, Partner,
Scotwork
One of the questions we often get asked is "How do I negotiate
when the other side are aggressive, rude or just nasty?" We have 4
key tips that will help when the going gets tough.
Download
paper.
"Negotiating in a
recession"
John McMillan Founding Partner, Scotwork
International
Read the papers and listen to the news, and you will be in
little doubt that for many companies tough times lay ahead. What do
you do in such circumstances? See what happens? Hope for the
best? We don't think so.
Download
paper
"it's not fair. What part does fairness play in
negotiation?"
Alan Smith, Partner, Scotwork
When it comes to negotiating in long‐term relationships we think
fairness, or indeed perceived fairness, plays a big part in the
value of the ongoing deal. Why should that be? Clearly if one side
benefits substantially more than the other, but the other side also
benefits, just less, the deal still works for both sides.
Download paper
"Christmas
is a tough time for parents. Negotiate with kids to behave? We are
all doing it, and they are very good"
Chris Mitchell,
Partner, Scotwork
All I want for Christmas is a bit of peace. But, as the father of
2 children, I suspect I have about as much chance of this as snow
falling on the Post Office Tower!
Download paper