Take a closer look at Scotwork’s people. Experts, not trainers. Real-world negotiators, not professors. Able to coach and advise young professionals and CEO's alike. From all walks of life, with plenty of battle scars, but united by a love of the rough and tumble of deal-making, and the joy of delivering breakthrough performance in others.

We have coached over 200,000 senior managers in 24 languages. We have grown into the world’s number one independent negotiation consultancy, operating in 40 countries.

Brian Buck

EVP Sales & Marketing

As an entrepreneur, business owner, and Fortune 500 business executive, Brian has spent his career building winning teams and driving successful companies.

Brian has spent the last 20 years within the marketing and advertising industry developing successful consumer engagement marketing strategies for trusted brands such as Google, Amazon, Samsung, Virgin Mobile, Microsoft and Sony.

Brian is a reliable and conscientious executive who specializes in turnarounds, accelerating performance, and driving efficiencies/productivity improvements. In the end, he loves a good challenge, working with passionate people, and doing work that matters to all those involved.

Brian holds a BSBA and an MBA from the Anderson School at UCLA. He lives in Southern California with his wife and two daughters.

Richard Waldrop

Senior Vice President

Rich joined Scotwork in 2002 and brings over 40 years of management and negotiation experience to his clients.

He transforms the negotiation performance of operations, sales and procurement teams and has experience in the manufacturing, oil, gas and chemical, pharmaceutical and medical device sectors. Rich’s services are keenly sought after by commercial organizations throughout the Middle East, Asia-Pac and Europe.

Rich is a member of three engineering associations — the APICS, ASHRAE and ASChE. He earned his Bachelor’s degree in Industrial Technology from East Carolina University, and is a retired Armor Sergeant Major from the New Jersey Army National Guard.

He lives in North Carolina with his wife, and has five beautiful children.

Sandy Sbarra

Senior Vice President

Sandy brings a wealth of knowledge to his clients, derived from 20 years of professional procurement experience, coupled with 15 years as a senior negotiation consultant.

He joined Scotwork in March of 2001 and has since delivered expert skills training, coaching and negotiation advice to hundreds of executives and thousands of professionals. Sandy has expertise in health and medical, advertising, media, retail and professional service industries.

Prior to Scotwork, Sandy spent two decades leading procurement teams through large, complex supply chain contracts. 13 years were spent with M&M/Mars Corporation where he co-developed and delivered a negotiation program for their commercial negotiators.

Sandy holds a BA and an MBA in Management from Baruch (CUNY). He is married and lives with his wife on the Delaware shore.

Jill Campen

Negotiation Consultant

Jill brings over 20 years of experience in negotiation and sales strategies, leadership effectiveness and cultural transformation.

She has worked within many of the world’s leading organizations including Pebble Beach Resorts, Microsoft, Tupperware, Walt Disney and The Ritz Carlton Hotel Company, transforming the performance of individuals and teams alike.

Working with more than 15,000 professionals around the globe during her career, she has helped executives and their teams navigate the negotiation landscape with their staff, clients and suppliers. Her experience spans across medical, retail, banking, luxury hotels and education sectors.

Jill has worked with both Spanish and German translators to conduct multi-national training sessions. She holds a Bachelor's in Psychology and Business from UCLA, and lives in Columbus, Ohio with her husband and son.

Violaine Galland

Negotiation Consultant

Violaine brings more than 20 years’ experience as a Wall Street executive and sales leader, working with top-tier financial institutions and specializing in trading systems, data management software and technology.

Prior to joining Scotwork, Violaine was responsible for effectively negotiating complex, multi-million dollar deals with stakeholders in Operation, IT, Business Users, Procurement and Legal at major financial institutions including The World Bank, Morgan Stanley and Deutsche Bank.

A native of Geneva, Switzerland, Violaine studied technology at Columbia University in New York City and learned negotiation by "doing it on the job."

Ananda Laberge

Negotiation Consultant

Ananda brings an impressive career that has spanned sales leadership, team management and negotiation.

As a healthcare industry specialist for two decades, Ananda understands the industry’s complexities and the keys to effective negotiation, having worked in pharmaceuticals (Pfizer), healthcare IT (Eclipsys), supply chain (GHX), and diagnostics (Abbott Laboratories).

Her negotiation expertise also comes from a deep understanding of cultural sensitivity, having lived and worked extensively out of the country. Ananda is fluent in Spanish, her native language. She is also a former All-American high school and college swimmer and earned her Bachelor's in Spanish Literature and History from the University of California at San Diego.

Ananda is married, has two daughters and lives in the San Francisco Bay area.

Jerry Langlois

Negotiation Consultant

With more than 25 years’ experience as a sales executive, learning and development specialist, entrepreneur and business owner, Jerry brings a wealth of knowledge to every client engagement.

Prior to joining Scotwork, Jerry facilitated training for the entire staff of hiring managers at Merrill Lynch, dramatically increasing their performance and showing them how to cut to the chase.

He has experience negotiating multi-million dollar deals, and has worked with clients including JP Morgan, Marriott Corp, Ford Motor Co, Blue Cross Blue Shield, and Liz Claiborne.

He earned his Bachelor's in Economics at Fairleigh Dickinson University and served on the Board of the Northern New Jersey chapter of the American Society for Training and Development.

Jerry resides in Houston, Texas with his two teenage daughters.

John Leehman

Negotiation Consultant

John has been an entrepreneur for four decades, building nationally recognized companies in the construction, fashion, health & wellness and consumer products industries. He brings this wealth of negotiation and management experience to transform the performance of his clients.

John is a graduate of the OPM Program at the Harvard Business School and served as a Governor’s Delegate to the White House Conference on Small Business (1995). John’s businesses have been recognized by several prestigious business awards, with INC. Magazine recognizing him as the leader of “one of the best small companies in America to work for.”

In his free time, John is a VHSL certified soccer referee. He lives in Blacksburg, Virginia with his wife, Sandy.

Gaëtan Pellerin

Negotiation Consultant

Gaëtan is a sales & marketing executive with over 30 years of experience in negotiation and process improvement. Having negotiated multi-million dollar contracts in Japan, China, Thailand, Belgium, Sweden, and Canada, he has true global experience.

Prior to Scotwork, Gaëtan held senior roles in multi-national companies and also acted as Chief Technologist in nuclear medicine at the Notre Dame Hospital in Montreal, Canada.

He has a B.Sc. degree from University of Montreal and a MBA from University of Sherbrooke. He is also a certified Integral Executive Coach. Gaetan has been awarded a US Immigration O-1 Visa for extraordinary abilities in the field of coaching in negotiation. Originally from Montreal, Canada, he now lives in Carlsbad, California. He has two grown sons and is fluently bilingual in French and English.

Julie Shen

Negotiation Consultant

Julie began her career in the travel industry where she managed the sales team for Global TMC, increasing annual revenues from $50 million to $375 million.

With a growing enthusiasm for the learning and development of business leaders, Julie transitioned into training and consulting where she spent 23 years working within healthcare, bio-tech, hospitality, hi-tech and telecommunications. During this time, Julie trained and coached executives and managers from many of the largest firms in the U.S., Europe, Asia and the Middle East.

She stresses communication skills and brings passion, a direct style and commitment to her clients.

Julie lives in Los Angeles CA.

Millie Davis

Negotiation Consultant

Millie has a depth of marketing and sales experience with consumer electronic giants such as Nintendo, Microsoft and Sony with a proven track record launching some of the most successful products in the industry like Xbox, Halo 2 and PlayStation 4. Over the course of her career she has directed a variety of teams domestically and internationally negotiating the instore development, launch, and sell-through of multiple products at retailers such as Best Buy, Amazon and Harvey Norman.

Millie eventually took her 20 years of corporate experience and began providing sales and marketing services to partners like Verizon, Logitech, Avanade and Sprint.

She holds a BS in Psychological Science and an MBA from Macquarie Graduate School on Management in Sydney, Australia.

Giulio Zanolla

Negotiation Consultant

Giulio is a lawyer and professional mediator. He joins Scotwork with more than fifteen years of experience advising clients on cross-border deal making and conflict resolution through mediation and negotiation in Europe and the US.

Prior to joining Scotwork’s U.S. team, Giulio practiced as an attorney in the Directors and Officers coverage and litigation group in the New York office of a national law firm. He also worked for a European Commission sponsored project for the development of Alternative Dispute Resolution (ADR) techniques in the Mediterranean countries and worked as a legal and ADR consultant in Italy and internationally.

He is an active Adjunct Professor in the Mediation Clinic of the City University School of Law and advises domestic and foreign clients on the negotiation of international commercial transactions.

Marc Kreps

Negotiation Consultant

Marc joined Scotwork in 2018 following a 35 year career as a business executive accumulating extensive experience and success in buy-side and sales-side negotiation, strategic procurement, cross-functional and franchise system collaboration, and team leadership.

Prior to Scotwork, Marc spent the last two decades with Coca-Cola leading global strategic procurement teams accountable for developing comprehensive, skillfully aligned business plans for multi-billion dollar categories and exceeding the goals established. Initiatives emphasized the value of supplier relationship management, cross-functional business plan development, short and long term business planning, price and supply risk management, and multi-lateral relationship engagement in highly complex, multi-cultural environments.

Marc earned a B.S. in Packaging from Michigan State University.

Randy Kutz

Negotiation Consultant

Prior to joining Scotwork, Randy was a negotiation and soft skills trainer for real estate, government and purchasing clients. He has logged over 1200 training hours and taught over 3,000 professionals to negotiate in contexts with significant complexities and seemingly intractable, high stakes situations. The practical side of his classroom comes from over 30 years of business, marketing and leadership experience from a cross-section of industries. Most notably, Randy spent 8 years working in the US House of Representatives, and 5 of those years he served as a Chief of Staff in Washington, D.C.

Randy is a U.S. Marine Corps Veteran and holds his BA in Sociology & Culture and his MBA in e-Business. Additionally, he received certification training as a Professional Behaviors and Motivators Analyst and is near completion of earning his CPLP-Certified Professional in Learning Performance from the Association of Talent Development.

Mike Saporito

Program Coordinator

Mike joined Scotwork in 2016 shortly after obtaining his Bachelor’s Degree in Business Administration from the University of Cincinnati. Prior to joining Scotwork, he spent some time at Valeant Pharmaceuticals assisting with the Marketing and Management efforts for a 55-product portfolio.

At Scotwork, Mike works as the Program Coordinator responsible for the pre and post course initiatives. He also assists with the day-to-day Operations of Scotwork. Mike enjoys getting to work with such a high-energy team of well-respected Consultants and helping our Clients reach their end goal.

Susan Boisvert

Office Accountant

Susan is the Office Accountant at Scotwork North America, Inc. Susan earned her Business Administration degree at Adrian College, in Adrian, Michigan.

The emphasis of her degree was in Accounting and she received a secondary school teaching certificate. Susan’s accounting experience includes working for University of Michigan Medical School, Outdoor Lighting Perspectives of New Jersey, and she served as the administrative assistant of a boarding school in Nairobi Kenya. Susan also taught business, math and computers in both Michigan and New Jersey at the High School level. Susan handles all the financials aspects for Scotwork in the Headquarters, located in Parsippany, NJ.

Jessica Day

Marketing Manager

Jessica joined Scotwork in 2013 after spending time representing brands in the Public Relations world. Her experience spans a multitude of industries including learning and development, healthcare, beauty and fashion, tech, and consumer products.

With experience representing national and global corporations in both marketing and public relations, Jessica has a record of success generating positive media coverage and brand exposure as well as increasing revenue through lead generation and nurturing, social media marketing and event production. At Scotwork she focuses heavily on brand awareness and generating new business by educating the public about the Scotwork Negotiation training methods and their effectiveness. She has a Bachelor’s degree in Public Relations from Hofstra University and is certified in Digital Marketing from Rutgers Business School.

Cathy Rafferty

Director of Operations

Cathy Rafferty is Director of Operations as well as a member of the Scotwork’s Board of Directors. She is responsible for leading the company’s business operations and driving operational excellence. Since 2011, she has worked together with the senior management team overseeing the US and Canadian operations and managing the company’s finances and KPIs. She has direct responsibility for Contracting, Accounting, HR and insuring exceptional client satisfaction.

Prior to Scotwork, Cathy spent over 30 years in finance and operational leadership roles at several startups and Fortune 500 companies. She is an entrepreneur at heart and has worked in in a variety of industries including technology, manufacturing and pharma. Cathy holds a BS in Marketing and Finance from Fairleigh Dickinson University as well as MBA.

Cathy’s view: Excellence is the gradual result of always striving to do things better.

Ken Kudo

Business Development

Ken brings 20+ years of diverse sales experience with the last 10 years focused on start up technology companies. Ken started working at Scotwork in 2016 and now is responsible for business development, inside sales, collaborating with marketing, and delivering the customer experience. A life long New Jersey resident with complaints, resides in Basking Ridge, NJ.

Latest Blog:

The D List

Do you ever have that sense of panic when wondering if you thought of everything, or did you forget something? I feel this way every time I leave for the airport which is sad since I leave for the airport often. I also feel the same panic when I am finishing a negotiation, especially a complex one. And this was a complex negotiation that had a lot going on. There were a lot of details around the terms and conditions, payment terms, pricing, delivery dates, etc. Throughout the process I was maintaining a list of everything we needed to cover; as I always do. It’s when I got to the last item on the list, I realized I forgot one very important thing…

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Parsippany, NJ
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