Negotiation Consulting, Deal Support and Advice
We provide discrete, professional
negotiating support to help you meet your goals. We will not engage
unless we feel we can make a significant positive difference for
our clients, and return multiples of our fees back to our clients
within three months of our engagement.
- Deal workshops
- Negotiating audits
- Other Services
Deal
Workshops
Do you know where the gaps in your
team's preparation for their next big deal are? How useful would it
be to understand these gaps before you engage with the other
party?
Whether you are buying warships or
a fleet of 60,000 cars, selling companies, merging businesses,
settling legal disputes, buying tons of gold bullion, breaking
deadlocks, arranging Joint Ventures, licensing IP, avoiding strikes
or arranging fees then Scotwork can, and has, helped clients on all
these issues.
We can critique your teams'
preparation, by pressure testing objectives and priorities,
critiquing strategy, testing assumptions, identifying preparation
gaps (and avoiding nasty surprises at the table), assisting with
team selection and giving your team the confidence they'll need to
feel professionally prepared.
We are not coming in as technical
experts on the specifics of the deal, or to provide accounting,
financial or legal advice. Instead we help the negotiating team to
apply proper, structured preparation processes to the major aspects
of the deal by playing devil's advocate, asking a lot of difficult
questions, testing your assumptions, helping you uncover additional
leverage, and identifying potential gaps which can then be
corrected or addressed prior to engagement with the other party (or
parties).
We would generally only get
involved in large financial deals, or where the deal presents
strategic organisational risks, or where the deal is representative
of many similar deals so that the outcomes from our support can be
applied to multiple negotiations.
We will generally insist that all
of the team has previously attended the Scotwork program so that we
can concentrate on the deal issues directly, without having to
cover the structure, techniques and approach that we teach on the
program.
Depending on the deal size and
complexity, we can run an initial one-day workshop to identify, at
a high level, any major gaps which can then be addressed by you or
with our further support. For larger deals, we are able to return
to the group as required as the negotiation evolves, to help keep
the deal moving forward towards a positive outcome.
For a confidential discussion with
one of our consultants to see whether we can help, please contact us.
Negotiating Audits
When you are managing a large team
undertaking regular negotiations, your deal support systems and
processes can sometimes be just as important in meeting your
targets as the skills of the people executing the deals for
you.
How well do your organisation's
deal support systems compare with best practice? Where are the
gaps, which are the most important and what are these gaps costing
you in lost value, repetition of mistakes and loss of corporate
memory? Are there fixed and repeatable processes for managing the
preparation and execution of negotiations? Do you know how your
teams respond to price pressure?
Working with you, we can undertake
a confidential audit and advise you on how well your systems
compare against best practice, and by assessing key areas as
"green, amber and red" help you to focus your attention and
investments where they will deliver the best results for the
organisation.
For a confidential discussion with
one of our consultants, please contact us.
Other
Services
We provide discrete negotiating
support and advice on negotiating to assist with the creation and
measurement of corporate wish lists and concession lists, advice on
strategy, support to help address your business pressure points, or
to help to skill your team up to meet their targets.
We can also work with you to help
further embed effective negotiating skills into your organisation
by supporting coaching and skills reinforcement as part of your
organisational culture.
If you would like more information,
please call our office on (02) 9211 3999 and we will arrrange a
confidential discussion with one of our consultants to see if we
can help..
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