TRANSFORMING THE WAY THE WORLD NEGOTIATES

Advancing Negotiation
Skills Course
Offered both face-to-face or in a virtual environment

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.
 Advancing Negotiation Skills
Course
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.

PRACTICE AND PERFECT

Your A.N.S. training is just the beginning. Post-course, we offer a choice of digital tools, resources and
content to expand your knowledge and support your future skills development. We offer additional courses
to hone your skills even further. The more you practice your techniques in real negotiations, the more
confidence you build and the more effective you become.

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 at the right time. The A.N.S. course gives CONFIDENCE

you the skills, knowledge and tools to excel in any

situation, even under pressure or when the odds
TRAINING PRACTICE
seem stacked against you. With increased confidence
and greater control you feel the benefits quickly,
with an average ROI of 1608% within 3 months of
completing the course.

WE OFFER CHOICE TO SUIT YOUR BUSINESS

Whatever your business requirements are, we have a course medium to suit. The learning is equally as
effective, according to ROI figures from the completed evaluation forms received.

FACE-TO FACE VIRTUAL

4 HALF DAYS
Learn critical negotiating skills in a virtual workspace,
2.5 DAYS
which can then be applied in face-to-face
Learn critical negotiating skills in a face-to-face negotiations as well
environment
Promotes a greener footprint: Saves on travel and
accommodation expenses without sacrificing value
About the course
OUR 8-STEP APPROACH©
Our approach is rooted in the rigorous analysis of over 100,000 hours of real-world negotiations.
By identifying common behaviours across so many diverse observations, we have distilled the negotiating
process into a simple, universal 8-step model. This empowers you with a clear understanding of how any
negotiation can be successfully managed and resolved.

INSPIRING CONTENT TEAM PREPARATION

The Scotwork A.N.S. course unpicks the complex
NEGOTIATION
and chaotic practice of negotiation and simplify it
into a highly effective process you can repeat again VIDEO REPLAY
and again. Our expert coaches share fascinating
insights, expose myths, tell easy-recall stories and In a typical half-day module, participants
choreograph authentic case-plays. The result is a take part in team preparation and
uniquely inspirational experience that equips you negotiation, followed by a video replay to
to be a more astute and competent negotiator. evaluate performance.

FACE-TO FACE VIRTUAL

DAY 1 DAY 2 DAY 3 DAY 1 DAY 2 DAY 3 DAY 4

LECTURE 1 LECTURE 3 LECTURE 5 LECTURE 1 LECTURE 2 LECTURE 4

PRACTICAL

PRACTICAL PRACTICAL PRACTICAL PRACTICAL PRACTICAL PRACTICAL

LECTURE 4

LECTURE 2 LECTURE 4 SUMMARY LECTURE 3

PRACTICAL PRACTICAL SUMMARY

PRACTICAL PRACTICAL

The virtual course typically runs over 4 half days (5-6 hours) spread over
one week – with flexibility to agree a schedule that works for your team.

Participants will have a number of opportunities to learn:

FROM VIDEO ANALYSIS AND

FROM LECTURE INPUT
EXPERT COACHING

THROUGH COACHED
BY USING OUR ONLINE
PREPARATION TO NEGOTIATE
NEGOTIATION PREPARATION TOOL

BY WATCHING OTHERS NEGOTIATE

FROM THE SCOTWORK TUTORS
1-2-1 ASSISTANCE WITH YOUR
BY NEGOTIATING THEMSELVES
PERSONAL DEVELOPMENT PLAN
Expert coaches
MAKING THE COMPLEX SIMPLE
Each A.N.S. course is hosted by two of our negotiation experts. This dual-perspective is backed by years
of senior-level negotiating experience spanning disciplines such as marketing, sales, procurement, finance
and consulting. Our coaches apply their in-depth knowledge and strong interpersonal skills to turn complex
ideas into simple, easy-recall techniques. They use story-telling and practical exercises to pass on powerful
insights, and embed effective and easily repeatable skillsets.

PASSIONATE ABOUT YOUR DEALS

Our coaches create a positive, inspiring and rewarding learning environment. They use pre-course research
and one-to-one consultations to get under the skin of your business and carefully shape the course around
your needs. Their expertise and passion is focused on making your experience as relevant as possible to
your day-to-day world of work. And with a tutor ratio of just 1:6, you are sure to receive plenty of individual
direction and knowledge-sharing.

OUR SURVEY OF 30,000

PARTICIPANTS REVEALS:
Tutors understanding of the real world
90.8% – very satisfactory/ quite satisfactory

Tutors understanding of your industry

69.7% – very satisfactory/ quite satisfactory

Course tutors overall

94.7% – very satisfactory/ quite satisfactory

Two tutors
per course

Tutor ratio 1:6

Before and after OUR SURVEY OF 30,000
PARTICIPANTS REVEALS:

By researching your capabilities and needs beforehand, we

ensure the A.N.S. course is custom-built and relevant to your
working life. Because the course is just a first step on your 82%
Are still using course
lifetime of skills development, we also support your post-
materials 90 days after the
course learning with a wide choice of free tools and resources. training

BEFORE We assess your skill levels and needs to tailor the course for you.

STAKEHOLDER INTERVIEWS NEGOTIATING PROFILE

One-to-one conversations to capture your A snapshot of how confident participants
individual issues and challenges. are in their negotiating abilities, pinpointing
areas of confidence, highlighting priorities for
improvement, and creating the foundation for a
CAPABILITY SURVEY
personalised skills development plan.
Company-wide research to measure
negotiation competence and define needs.
PERSONAL DEVELOPMENT PLAN
An online tool to help participants manage
COURSE DESIGN their ongoing personal development, following
Structure and content tailored to match the findings from the Negotiating Profile and
your specific business objectives. extended during and after the course.

YOUR COURSE

The course itself consists of 2.5 or 4 days of immersive training. It’s intensive but great
fun. Part theory, but with an emphasis on live exercises and case-plays, the course fully
prepares you for the challenges of real-world negotiation.

AFTER Use our tools and resources to take control of your ongoing skills development.

E-CONSOLIDATION MODULES ADVICE LINE

Refresh, re-enforce and personalise your post A free hotline for expert guidance on any
course learning using the e-Consolidation module. negotiation challenge.

PERSONAL DEVELOPMENT PLAN ONLINE PREP TOOL

An online tool to help participants manage their A hub for making and managing all your
ongoing personal development deal-making preparations.

SCOTWORK APP FOLLOW ON TRAINING

Course materials and diagnostic tools accessible More tailored courses to hone your skills
on the go. development.
Learning model
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

Results and evaluation

Courses provide an average

16.08 x ROI
within three months

25yrs

Our survey ROI is ...and, critically, has

of 30,000 consistent been validated by
participants across 25 participants’ line
reveals… years... managers

Scotwork’s negotiation courses make a real commercial difference from day one.

Participants walk away from their training armed with practical skills that boost their
effectiveness at the negotiating table and return an average payback of 1608% within
3 months.

We surveyed over 30,000 course participants to gauge how they valued their Scotwork training experience. An overwhelming majority
of 99% said they would recommend the A.N.S. course to others. And 96% of respondents felt their newly-acquired skills significantly
enhanced their performance as negotiators.
About Scotwork
MAKING A REAL IMPACT WORLDWIDE

Scotwork has coached hundreds of thousands of senior managers in 29 languages. We operate in 120
countries and 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