The Defence Materiel Organisation (DMO) recently appointed Scotwork Negotiating Skills Australia as preferred supplier of advanced negotiating skills training for a period of two years.  The training is offered through the DMO Institute, as part of the DMO Institute alliance with Deakin Prime.

The program is offered to individual DMO personnel who are looking to build their negotiating skills, as well as for project teams who are entering or managing contract negotiations.

Air Vice-Marshal (AVM) Clive Rossiter, former Head of Aerospace Division said, “The Scotwork Advanced Negotiation Skills training provides an essential structure for preparation and conduct of complex, high value negotiations.”

“Even very experienced negotiators tend to make a number of common but potentially very costly mistakes in both preparation and engagement during negotiations. The program is designed to highlight and eliminate these through intensive practice and coaching, delivered by experienced negotiators in a safe environment,” said Simon Letchford, CEO of Scotwork Australia.

The results are profound. Globally, Scotwork trains around 10,000 people each year in over 40 countries, from managers to CEOs, and has amassed significant participant post-course data locally and globally that verifies the effectiveness of the program.  Participants have confirmed an average return on investment of more than 10 times the course fee, within three months of conducting the training.

“We are delighted to have the opportunity to help DMO to achieve improved contract results, and save time for both DMO and their suppliers. We applaud the leadership of DMO in investing in their personnel in developing and improving skills in an area that represents a core capability for DMO,” said Mr Letchford.

The course provides participants with simple, ethical and practical new skills to improve preparation and execution of deals in less time. They develop a common practical methodology and language to describe and manage the negotiating process towards agreement. The results are based on the program’s ability to build on participant’s existing skills and experience, and highlight and eliminate some of each participant’s “weaker shots.”

Mr Letchford said, “Course participants report that they gain a better understanding of the other party’s issues and priorities, which leads to enhanced confidence to resolve conflict, build trust, and develop long-term, sustainable internal, client and supplier relationships. For me, one of the most important aspects of the training is that it changes behaviour in simple but important ways, and illustrates that negotiations need not be adversarial.”

AVM Rossiter confirms this, saying “Having completed the program myself, I can see the advantages of both parties involved in a negotiation undertaking similar training.”

For more information about the course, phone (02) 9211 3999 or visit www.scotworkaustralia.com.au