Transforming

the way the world

negotiates

We transform the way
the world negotiates
We mix wide global reach with rich
local knowledge to create greater
engagements and application.
Why work with Scotwork
IT WORKS
98% of people say our programmes improve
their performance in negotiations
16.08 x RETURN ON INVESTMENT
Our training customers enjoy an average ROI
of 16.08 in under three months
LOCAL COVERAGE
We run courses in 120 countries, from
Scotwork offices based in 46 countries
UNIQUE METHODS
Our creative, value-building approach gives
your negotiating extra edge
SATISFIED CUSTOMERS
Over 99% of participants are happy to
recommend our courses to colleagues
NATIVE LANGUAGE
We adapt to local customer needs by
teaching our courses in 29 languages
Global standards - Locally applied
All sectors - All functions - All levels
29 languages - 165 local consultants - 120 countries - 46 offices
We work with clients across the globe who
understand the importance of sustained
capability development in negotiation.
In doing so our clients are able to enhance
the profitability of their deals won whilst
developing a common understanding of
negotiation across their commercial teams.
Through a mix of coaching and consultancy
our expert tutors analyse your people to
understand where they need to improve and
give guidance on how this can be done.
NOVICE TO EXPERT
We help people of all abilities become more
confident, successful negotiators
ONGOING SUPPORT
Our free digital tools are there to help you
before, during and after your training
INSPIRATIONAL COACHES
Learn from the very best, highly-skilled
trainers with deep industry experience
LONG TRACK RECORD
Follow in the footsteps of hundreds of thousands
of people who have completed our courses
EXPERTS WORLDWIDE
Wherever you are, our 165 consultants are easy to
access via our global network
 Our flagship negotiation skills training and
development programmes

Advancing Negotiation
Skills (A.N.S.)
This course gives you everything you need to be
a successful negotiator. Whatever your ability,
age or industry background, the A.N.S. course
starts you on a lifetime of skills development.

Delivered over 2.5 days in the classroom or

over 4 days virtually

Understanding the fundamentals of negotiation

Negotiation Scotwork
Foundation Negotiating
Workshop Essentials
Introduces you to the process and the eLearning modules that instil the basic
language of negotiation and helps you concepts of negotiation in an easy-to-
apply some core skills. use, step-by-step online format.

Delivered as 1 day in the classroom 10 online video modules

or 2 half days online

How good are your negotiators?

Negotiation Skills
Capability Survey
How effectively does your team or
organisation negotiate?

Are you below, on par with or

above your industry benchmark?

What are you really good at, and

where do you fall short?
Advancing
Negotiation Skills
Course (A.N.S.)

BE AN EFFECTIVE NEGOTIATOR
Scotwork’s Advancing Negotiation Skills (A.N.S.) course gives you everything you need to be a successful
negotiator. Whatever your ability, age or industry background, the A.N.S. course starts you on a lifetime of
skills development. Join us on one of our courses and the pace, direction and content will be tailored to your
needs. Be inspired as our expert coaches take you on a personal journey of self-discovery.

CONTROL
GET CONFIDENCE FOR CONTROL
To perform at your best you should have confidence in
your abilities and the conviction to do the right thing
CONFIDENCE
at the right time. The A.N.S. course gives you the skills,
knowledge and tools to excel in any situation, even under
pressure or when the odds seem stacked against you. TRAINING PRACTICE

With increased confidence and greater control you feel

the benefits quickly, with an average ROI of 16.08 within 3
months of completing the course.

TEAM PREPARATION
NEGOTIATION
VIDEO REPLAY
In a typical half-day module, participants
take part in team preparation and
negotiation, followed by a video replay
to evaluate performance.
INSPIRING CONTENT
Negotiation is a live, interactive process. To reflect this, our
learning model actively engages participants in turning
theory into iterative good practice. Over 80% of course
time is allocated to live case-play exercises in face-to-face
or virtual break out rooms where techniques are road-
tested within life-like, unscripted negotiation scenarios.
Over 2.5 or 4 days, our expert coaches carefully guide you
through five sequences of lecture, preparation, negotiation
case-play and follow-up analysis. Each is delivered in the
context of your day-to-day working life.

LECTURE PREPARE WATCH NEGOTIATE ANALYSE

Negotiating
Foundation
Workshop

GET CONFIDENCE FOR CONTROL

Whatever your ability, age, experience or industry background the Foundation Workshop starts you on a
life-changing journey towards negotiating control.

To perform at your best in the negotiating room you need to have confidence in your abilities and the
conviction to do the right thing at the right time. The Foundation Workshop gives you skills, knowledge
and tools to control negotiations, even under pressure or when the odds seem stacked against you.

Join us on a one company course, that is tailored to your business needs, or on an open course. Either
way, be inspired as our expert coaches guide you through a day of intensive and rewarding skills training.

THE BUILDING BLOCKS OF NEGOTIATION

The workshop will reveal to you the building blocks that deliver negotiating control and give you a common
negotiating language and framework:

• Core negotiating concepts • Constructive information exchange

• The process that underpins all negotiations • The importance of trading
• A structured approach to preparation

CONTENT By the end of the training attendees will be able to:

• Understand the CORE CONCEPTS
of Negotiation
• Understand the NEGOTIATING PROCESS
and how to READ & CONTROL it
• Understand and practise the SKILLS & TECHNIQUES
associated with the key phases of the NEGOTIATION
PROCESS
• Use a COMMON negotiating LANGUAGE &
PREPARATION process
• Improve the quality of the INFORMATION EXCHANGE
• Structure the OPENING EXCHANGES
of a negotiation
• QUESTION & LISTEN effectively to UNDERSTAND the
other party
• Trade and BARGAIN, how to put a price
on demands
• Develop TRADING VARIABLES and use
TIME effectively
• Use and respond to NEGOTIATING TACTICS
• Use ADJOURNMENTS
• Understand and use the skills of the different roles of the
NEGOTIATOR
• MAXIMISE the PROFITABILITY of every deal
Scotwork
Negotiating
Essentials

Our Essentials eLearning modules instil the basic concepts of negotiation in an easy-to-use, step-
by-step online format. Perfect as a PRIMER for less experienced negotiators or as a REFRESHER
for people who have completed our V.A.N.S. or A.N.S. courses and as a REFERENCE resource in
future negotiations.

A 10 Module eLearning course which will help your staff to understand the negotiating process,
assist them to support the lead negotiators, manage their own personal negotiations and provide
a resource to be consulted when an issue arises.

When used as a resource, individual

Each module consists
An animated video sequence explaining
an aspect of the negotiation process
An interactive element to embed the lessons
A “Read more” section to provide specific
guidance relating to that aspect of the
process
modules can be accessed by selecting the
relevant “Help Me” statement which mirror
the most common negotiation questions.
The 10 video modules are tied together
by a story line about four individuals who
have to take an outdoor activity designed
to teach them some lessons about
negotiating. Each module takes about 15
minutes to complete. They can be tackled
in any order and revisited as required.

MANAGER’S SUPPORT PACK

In addition, a separate Managers’ Support Pack can be supplied which contains exercises to allow managers
to run customised sessions to reinforce the lessons and apply them to the particular audience.

LICENCES There are two types of licence:

A B
An A licence is a stand-alone licence for
an individual to access the modules with a
unique login for a period of 4 years.
The B licence is for individuals who have
attended a Scotwork Advancing Negotiation
Skills course and wish to use the modules as
a refresher.
Negotiation Skills
Capability Survey
Have you ever asked yourself how well your team or
your organisation negotiates?
The NSCS will benchmark your people against our
assessment of best practice worldwide and give you a
report to help you to understand strengths and
development needs.

BUILDING ON SUCCESS NSCS gives you a comprehensive,

factual and concise answer to your
How effectively does your team or organisation questions:
negotiate?
• How effectively does my team negotiate?
Are you below, on par with, or above our global best
practice benchmark? What are you really good at, • Are there common issues to fix?
and where do you fall short?
• Where are the gaps in competency or training?
Our online survey tells you how capable your
• What are the priorities for skills development?
organisation is, and where and how to maximise
your negotiation performance. • How do we benchmark by function, division or
sector?
Taking the survey
• How do our internal divisions / functions /
50 critical negotiation behaviour and style points to:
regions compare?
• Explore how effectively they prepare

• Review how they present their own case and

take account of others’ needs to achieve deals

• Understand how the organisation empowers

people to reach agreements Preparation Mutual Understanding
& Planning Dialogue their needs
• Evaluate your people’s own view of the quality
of the deals they achieve and their effect on
continued relationships with your customers,
suppliers or staff

• Discover the behavioural dynamics of how your Making Building the Being
people conduct a negotiation and the effect Proposals Deal Empowered
they have on outcomes

RESULTS REVEALED
Closing Satisfaction with
Being flexible
The report focuses on nine areas of negotiating the Deal the outcomes I
achieve
and compares the results of your respondents with
those of 5,300 negotiators from 39 industry sectors
in 31 countries around the world.
About Scotwork
MAKING A REAL IMPACT WORLDWIDE

Scotwork has coached hundreds of thousands of senior managers in 29 languages. We have grown into
the world’s number one independent negotiation consultancy, operating in 46 countries. We work with
organisations large and small across all sectors. After more than 45 years we are still giving people powerful
skills that transform their lives, and handing businesses more successful futures.

Australia France Japan Netherlands Spain

Belgium Germany Kingdom of Saudi New Zealand Sweden
Brazil Greece Arabia Norway Switzerland
Bulgaria Hong Kong SAR Kuwait Poland Turkey
Canada Hungary Lithuania Reunion Island Ukraine
China India Lebanon Romania United Arab Emirates
Colombia Indian Ocean Luxembourg Singapore United Kingdom
Czech Republic Indonesia Malaysia Slovakia United States of
Denmark Ireland Mauritius South Africa America
Finland Italy Mexico South Korea

Please contact us to find out more

Email info@scotwork.co.uk
scotwork.co.uk