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Using Scotwork Negotiation Skills Development to drive and create business value.
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Introductions Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Scotwork Background and Approach
Founded in 1975 Offices in 35 Countries Solutions delivered in 24 languages Commercial Negotiators - No trainers Practical vs. Theoretical Two sides of the business – Consulting & Training Train over 11,000 managers every year Clients: 2,400 multi-national organizations (275 Fortune 500 Companies) Measurable process with significant client-reported ROI of more than 10 times fees within a 90 day period Annual Survey Results of 20,000 Participants and 5,000 Managers: 96.2% of participants reported an increase in their negotiating performance 97.8% of participants would or already have recommend Scotwork 86.9% of participants requested further advanced training Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Customers - North America
Abbott Labs Digicel Amazon.com Blue Bunny/Wells Merck Consumer Boeing Chevron Schnucks Bayer Healthcare Department of Defense SapientNitro Wendy’s, QSCC GD - AIS WPP Bunge Converse ViaSat Ventas Wyndham Worldwide TD Financial Baxter BioPharm BHP WhiteWave Foods Adidas 360i Crocs MarketStar Straumann McKesson RCI ERM Danone - Dannon Halliburton LVMH – all Brands Sephora General Dynamics Picatinny Arsenal Kemira FMC Mercer Novartis DAS – Omnicom Avis Budget Group Google Coty J&J Consumer TBWA BHP Vodafone Transocean Catalent ChemTrend Talisman Macquarie Financial Mylan Leo Pharma Pepsi Starbucks Aldi Bayer Consumer Sapient Groupon Position/Area GM, MD, VP, Director, NAM, AE, Buyer, Category Manager, Contracts Specialists, GAE, HR Operations Licensing Finance Business Development Training Contracts Legal Sales Procurement Strategic Sourcing Sales Operations Strategy Environmental Health and Safety Corporate Real Estate and Facilities Management IT
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Engagement Model Discovery Design Develop Deliver
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Internal Stakeholders Direct – Indirect Partner, JV, Sourcing
Context Internal Stakeholders Direct – Indirect Partner, JV, Sourcing More competent vendors Legislative considerations Global deals Integrity Common Language Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Product delivery Advancing Negotiation Skills 2
Fundamentals Advancing Negotiation Skills Advancing Negotiation Skills 2 Scotwork Strategic Negotiating Coaching Negotiating Skills Coaching Negotiation Playbooks Consulting on Live Deals Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Overview of ANS Course Structure Regular
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Overall Course Objectives
Understand the structure underlying all negotiations Identify the appropriate skills used for negotiations Practice these skills in a constructive learning environment Apply the skills and behaviors to your negotiations and measure the impact Regular Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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How it works? 20% Direction 80% Skill
100% improving skill and performance Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Methodology Prepare Argue Signal Propose Package Bargain Close Agree
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Close – types of closing opportunity, how to make closing concessions
The Eight Step Process The introductory lecture will cover a description of the negotiating process, The Eight Steps, which describes the building blocks involved in a negotiation. The lecture joins them up into a coherent description, and gives some ideas of best practice in each. The lecture is very anecdotal and constantly refers to real world situations which will be familiar to a Deloitte audience. Prepare – setting and prioritizing objectives, planning information transfer, strategising, team dynamics Argue – question technique, curiosity, what to give and not give, structuring expectations Signal – what they are, how to recognize and respond to them, making them at the right time Propose – who goes first, where to open the pitch, how to move, how to respond Package – identifying packaging opportunities, flexibility of variables, use of time Bargain – putting conditions before offers, looking for creative trades Close – types of closing opportunity, how to make closing concessions Agree – methods to make sure the deal sticks These eight words describe the activities involved in all negotiations. They are not designed as a sequence, nor do they all happen in every negotiation. Each Step requires skills to get maximum negotiating benefit. Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Case play Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Unique case plays Relevant issues Removed from your business
Renegotiate Deals New Relationships Handling complaints Resource Allocation Dealing with aggressive people Consensus negotiation Relevant issues Price Protecting non negotiable issues “Piggy in middle” Internal Stakeholders Multi Party Negotiation Volume and service issues Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Pre course: Getting ready
Interviews Tailor Assess Agree Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Course Timetable Typical standard course ANS
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Open Course Timetable on Desktop
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It’s all about skill! Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Lecture – Typical half day
Blue Buyer/Seller Red Managers/Staff Case Briefing B S M S Case Preparation B Red Case Play 1 Blue S M Blue Case Play 2 Red S Red Blue Video Analysis Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Video Demo Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Group Issues Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Outputs Navigation Control Confidence Skills Practice Practical
Improved Game ROI Language Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Embed the learning Evening and 2 and a half days
Exceptional course materials Hotline access to tutors Monthly Newsletters Alumni Site ROI/ROE Interviews at 60 – 80 days ROI electronic survey at 12 weeks App Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Embed the learning Advancing Negotiation Skills 2
Strategic Negotiation Coaching Negotiation Coaching Playbooks Live Deal Preparation Executive Roundtables and White Papers Cultural Overlay Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Proven results 1000% ROI Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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2 Tutors on each course to maximize learning.
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Why Scotwork? Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Collaborative Approach Tutor Participant Ratio Support & Coaching
Skills Focus Simple Structure Collaborative Approach Tutor Participant Ratio Support & Coaching Proven ROI Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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400 Lanidex Plaza, Parsippany, NJ 07054 973-428-1991
Contact: Scotwork 400 Lanidex Plaza, Parsippany, NJ – CEO Scotwork NA Twitter Facebook Alumni Site LinkedIn Marty Finkle Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Navigation through Course Content
See course content slides Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Course Content – Quick description
Fundamentals – this is meant for those who support negotiators but do not negotiate often ANS – Advancing Negotiation Skills – This is the core course I described to you and is our core offering ANS2 – Meant for graduates of ANS1 – More practice with some of Scotwork cases and some of your own cases SSN – this is the Strategic Negotiation Skills course meant to up the game of those who have gone through ANS. This is where we can focus on connecting the Guiding Principles and Strategic Objectives of UTC with your Vendors and Stakeholders - Includes a Buyer/Seller Diagnostic tool CNS – Coaching Negotiation Skills – this is meant for those who have negotiators reporting to them or teams they work with and support on negotiation. Playbook design – we can add into this Playbook design on things like Joint Ventures, Partnerships and others that are common situations that Diplomat encounters Live Negotiation Deal Consulting – this is to prepare teams for upcoming deals – could also be used for tying into the sourcing process Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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Q&A Copyright Scotwork do not duplicate or use without explicit permission from Scotwork
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