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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.

 

Marty Finkle "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

 

 

Robin "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

 

Keith St  "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


 

 

Stephen White  "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.

 

 

 

Mikespecs  "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

 

Adam Sands  "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

 

 

 

Andrew F "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.

 


 

Alan Smith "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.

 

John Mc "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.

 

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.

 

 

 

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