Using Scotwork Negotiation Skills Development to drive and create business value. Copyright Scotwork 2015 - do not duplicate or use without explicit permission

Using ScotworkNegotiation Skills Developmentto drive and createbusiness value.

Copyright Scotwork 2015 - do not duplicate or use without explicit permission from Scotwork

Introductions


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


Customers - North America

Abbott LabsDigicelAmazon.comBlue Bunny/WellsMerck ConsumerBoeingChevronSchnucksBayer HealthcareDepartment of DefenseSapientNitroWendy’s, QSCCGD - AISWPPBungeConverseViaSatVentasWyndham WorldwideTD FinancialBaxter BioPharmBHPWhiteWave FoodsAdidas360iCrocsMarketStarStraumannMcKessonRCIERM

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

Danone - DannonHalliburtonLVMH – all BrandsSephoraGeneral DynamicsPicatinny ArsenalKemiraFMCMercerNovartisDAS – OmnicomAvis Budget GroupGoogleCotyJ&J ConsumerTBWABHPVodafoneTransoceanCatalentChemTrendTalismanMacquarie FinancialMylanLeo PharmaPepsiStarbucksAldiBayer ConsumerSapientGroupon

Engagement Model


Context

Internal StakeholdersDirect – IndirectPartner, JV, SourcingMore competent vendorsLegislative considerationsGlobal dealsIntegrityCommon Language


Product delivery


Overview of ANSCourse Structure


• 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


Overall Course Objectives

How it works?

20% Direction

80% Skill

100% improving skill and performance


Prepare

Argue

Signal

Propose

Package

Bargain

Close

Agree

Methodology


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.


Case play


Unique case playsRemoved from your business

Relevant issues

Renegotiate Deals

New Relationships

Handling complaints

Price

Protecting nonnegotiable issues

“Piggy in middle”

Resource Allocation

Dealing with aggressive people

Consensus

negotiation

Internal Stakeholders

Multi Party Negotiation

Volume and service issues


Pre course: Getting ready

Interviews

Assess

Tailor

Agree


Course TimetableTypical standard course ANS


Open Course Timetable on Desktop


It’s all about skill!


Lecture – Typical half day

BlueBuyer/Seller

RedManagers/Staff

Case Briefing

Case Preparation

Case Play 1

Case Play 2

Video Analysis

B S M S

B

SBlue

M

SRed

Red

Blue

Blue

Red


Video Demo


Group Issues


Outputs Navigation

Control Confidence

Skills

Practice Practical

Improved Game

ROI Language


Embed the learning

Evening and 2 and a half daysExceptional course materialsHotline access to tutorsMonthly NewslettersAlumni SiteROI/ROE Interviews at 60 – 80 daysROI electronic survey at 12 weeksApp


Embed the learning

Advancing Negotiation Skills 2Strategic NegotiationCoaching NegotiationCoaching PlaybooksLive Deal PreparationExecutive Roundtables and White

PapersCultural Overlay


Proven results1000% ROI


2 Tutors on each courseto maximize learning.


Why Scotwork?


Skills Focus

Simple Structure

Collaborative Approach

Tutor Participant Ratio

Support & Coaching

Proven ROI


Contact:Scotwork400 Lanidex Plaza, Parsippany, NJ [email protected] – CEO Scotwork NATwitter - @ScotworkNAFacebook Alumni SiteLinkedIn Marty Finkle


mailto:[email protected]

Navigation through Course Content

• See course content slides


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


Q&A


Documents

Using Scotwork Negotiation Skills Development to drive and create business value. Copyright Scotwork 2015 - do not duplicate or use without explicit permission