1. Copyright Scotwork 2009 “Negotiation Tips for Coaches – How to Trade Well for Your Services.” Presented by: Martin P. Finkle CEO, Scotwork (NA) Inc. April 8 th, 2009

2. Copyright Scotwork 2009 Conflict Is Universal

3. Copyright Scotwork 2009 Negotiating Is the Lubricant

4. Copyright Scotwork 2009 Your Ideal Your Limit Their Ideal Their Limit Tis of overlap represents the This area of overlap represents the Arena” “Bargaining Arena” The negotiating continuum

5. Copyright Scotwork 2009 YourIdeal Your Ideal Thei demand Their demand Your Limit ? The new reality ofits Profits

6. Copyright Scotwork 2009 The Balancing Act - -Hang Tough And Risk the Relationship

7. Copyright Scotwork 2009 -Give in To keep client sweet

8. Copyright Scotwork 2009 Or……….. Negotiate to the Limits of your Power

9. Copyright Scotwork 2009 Deadlock is always an Option, but……….

10. Copyright Scotwork 2009 Prepare Argue Signal Propose Package Bargain Close Agree Prepare Argue Signal Propose Package Bargain Close Agree The Eight Steps

11. Copyright Scotwork 2009 Prepare - -Know Your Limit. Don’t be a Victim

12. Copyright Scotwork 2009 Prepare -Have a..

13. Copyright Scotwork 2009 Prepare

14. Copyright Scotwork 2009 Argue

15. Copyright Scotwork 2009 Structure Expectations

16. Copyright Scotwork 2009 Do you have Principles?

17. Copyright Scotwork 2009 Signal; Learn to love NO!

18. Copyright Scotwork 2009 Deliver a solution

19. Copyright Scotwork 2009 Propose choices

20. Copyright Scotwork 2009 Never interrupt

21. Copyright Scotwork 2009 Package. Differential values

22. Copyright Scotwork 2009 Bargain Don’t just give, trade

23. Copyright Scotwork 2009 Bargain Give To Get

24. Copyright Scotwork 2009 Price on demands

25. Copyright Scotwork 2009 Close - Beware late demands

26. Copyright Scotwork 2009 Scotwork (NA) Inc. 400 Lanidex Plaza Parsippany, NJ 07054 973-428-1991 www.scotworkusa.com Marty.finkle@scotwork.com Summary