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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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Our Negotiators

Simon Letchford - Partner

Simon has extensive negotiating experience in both the public and private sector including complex contract negotiations, teaming agreements, joint ventures, high-value development contracts and other commercial arrangements.

Kath Murphy

Kath has a strong background in sales, gained predominantly in Information Technology and Telecommunications. She has successfully held roles in business development, account management, sales and operational management with full P&L responsibility at both regional and national levels.

Mark Spatz

Mark Spatz is a Senior Human Resources Professional who has held a number of Senior HR Positions as well as running his own Human Resources Consulting Business