Is your business a Negotiating organisation? Is it
adaptable, open, collegiate, focused, able to compete and
survive in a competitive environment?
Does the current economic climate weigh on your staff
morale? Does your team need to be re-energised, given a positive
mind-set and provided with new tools to handle the
Scotwork can help you meet these challenges.
We define a "negotiating organisation" as one
which meets a number of tests:
Is negotiating at the heart of the business? Is the ability
to negotiate seen as one of the core competencies that
managers need to deliver the corporate objectives? Does the
business culture encourage open discussion of conflicting
interests? Do the managers see negotiating as a means of
achieving their priorities while accommodating the need of
What does a "Good deal" look like? Do the individuals in
the business understand what represents a good deal to their
Are the performance incentives aligned with achieving a
good deal? Are the sellers, buyers and implementers motivated
and rewarded for delivering the best deal for the business?
Are the different schemes aligned to the same end?
Does the business value long-term value creation? Are
suppliers and customers treated as partners? Do short term
performance measures overrule longer term benefits?
Does the business leverage information and expertise
wisely? Do the systems capture the context or just the
facts about the deal? Are there processes for gathering
the qualitative information about negotiations, drawing
lessons and making them accessible to others within the
Is there a common language and framework for
negotiations? Can different departments communicate
effectively about their negotiations? Is there a shared
understanding of the negotiating process? Is there a shared
language to allow for an effective post-negotiation debrief?
Do they have an effective preparation process prior to
major negotiations? Do they have processes to support,
reinforce, encourage and apply the negotiating process?
Do they undertake effective negotiating skills development? Do
the senior managers undertake the same skills development
process as their staff? Do they value training by
briefing participants effectively in advance, by debriefing
afterwards, by setting action plans, by applying the processes
and measuring the outcomes?
Scotwork can provide a full consulting service to help your
business or division become an effective negotiating
To find out more, or speak to a consultant request a