Whitepapers
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.
"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"
By Martin P. Finkle, CPT, Scotwork USA
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..."
Stay in the driving seat in your
negotiations to get better
results
Andrew Farquhar, Partner,
Scotwork.
Download
Paper
"Dealing with difficult
people"
Alan Smith, Associate
Director, Scotwork International
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, Associate Director, Scotwork
International
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