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Advancing

Negotiation Skills

Our Advancing Negotiation Skills (A.N.S.) course launches tens of thousands of people into negotiation training every year. The highly interactive sessions include a challenging mix of practical exercises, online tools, video analysis and bite-sized lectures from expert coaches. A.N.S. prepares people of all ages, backgrounds and levels to become successful negotiators; equipping trainees with a proven methodology and changing their behaviour in negotiation situations

Our Advancing Negotiation Skills (A.N.S.) course launches tens of thousands of people into negotiation training every year. The highly interactive sessions include a challenging mix of practical exercises, online tools, video analysis and bite-sized lectures from expert coaches. A.N.S. prepares people of all ages, backgrounds and levels to become successful negotiators; equipping trainees with a proven methodology and changing their behaviour in negotiation situations

Who is it for?

The simple answer is that A.N.S. is perfectly suited to anyone within your business who negotiates at some level, whether that’s external or internal negotiations. We train people across all functions: Sales / Commercial; Purchasing / Procurement; Learning & Development; HR; Senior Management and many more.


“It was a great experience to participate into the 3 days training of scotwork in negotiation skills with different case studies. The simulations enabled me to identify the strengths and weaknesses in what, how and when to speak out the argumentative statements and to mainly identify with whom we are dealing face to face. The feedback, constructive criticisms and observations are very well reported. I would definitely recommend this course to anyone willing to enhance their skills level and who would have the humility to make changes in their way of doing things.”

IAN TIN FOOK

Executive Director, T&T International Foods

What does

A.N.S. Teach?

MASTERING THE ART OF CONTROL

Knowing where and how to take control is the cornerstone of good negotiating technique

 

FOCUSING ON PRIORITIES

Our Preparation Tool cuts through complexity by defining clear goals and priorities

 

UNDERSTANDING THE PROCESS

Knowledge of our eight-stage process helps navigate the twists and turns of dealmaking

“We always hear about basics of negotiation, how it must be carried out, what are the dos and don’ts, best practices, etc. but we never really have the chance to put all these concepts into practice and be evaluated on this. Scotwork workshops really focuses on the practical side of negotiation. Very little, but crucial, time is spent on the theory and much more on role plays which gives the course a more interactive and fun side while being evaluated by peers and learning how to better negotiate. One other thing that strikes me in the course is that Scotwork does not focus on the false concept of “A good negotiator must have it all” but rather promotes a real win-win situation where both parties come out happy and willing to negotiate again.”

 

Vivian Imbert Key Account Manager - BrandActiv

More about the course

INSPIRING AND REWARDING

Tailored for your business needs, A.N.S. teaches how to negotiate professionally, ethically and successfully. It gives your people the control and confidence to side-step hazards, seize the initiative and deploy creative techniques to land the best deal. All this happens in a learning environment that’s modern, inspiring, hands-on, team-spirited and fun.

PRACTICAL OVER THEORY

A.N.S. takes a practical approach to skills building. 80% of time is devoted to case-play exercises and 20% to lecture-style teaching. Each case-play recreates a typical conflict scenario. Participants work in teams to find a resolution using different negotiation techniques. Run over three days, every half-day module includes a short lecture, preparation, case-plays and video analysis.

EXPERT COACHING

The A.N.S. course is hosted by two expert Scotwork coaches, each with many years of in-the-field negotiation experience. They critique case-plays in real time, deliver instant, incisive feedback and give on-the-spot guidance. With a tutor-to-trainee ratio of just 1:6, every participant is guaranteed plenty of high quality, one-on-one coaching.

Before and after

A.N.S. is much more than a three-day course. For many people, it acts as a starting point for a lifetime of skills building.

PRE– COURSE PROFILING

Our Negotiation Profile questionnaire captures the confidence of participants before the course begins. It picks up areas of high and low confidence, and pinpoints which aspects need most attention. This revealing snapshot helps our coaches to draw up a Personal Development Plan for each trainee.

CAPABILITY SURVEY

Before training, participants are encouraged to give us insight into their organisation and its approach to negotiation, via our online Capabilty Survey. This, combined with stakeholder analysis, allows our consultants to focus the training on optimising outcomes for the organisation as well as the individual.

POST– COURSE SUPPORT

Once A.N.S. is completed, participants use their Personal Development Plan as a roadmap to hone their skills over time. They also gain free access to the Scotwork Toolbox, a folio of online content, applications and tools to inspire and help them in future negotiations. Our Preparation Tool is invaluable for pre-negotiation planning, while the Scotwork App gives useful diagnostics, tips and techniques.

How does your business compare?

Do your negotiation skills size up to the industry benchmark? Find out with the Scotwork Negotiation Skills Capability Survey.

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