Negotiating Skills Training Courses

One-company Courses

Scotwork Negotiating Skills Training Course

Objective: to enhance negotiating performance by helping to:

• understand the structure underlying all negotiations
• identify the appropriate skills used for negotiations
• practise these skills in a constructive learning environment
• deliver a measurable improvement in performance

This groundbreaking, skills-transformation course is the culmination of over 30 years of refinement and development. The course runs over an evening and 2½ days, is for 12 participants, led by 2 Scotwork Consultants.

We immerse them in an intensive, practical and entertaining training event. The participants learn from the lectures, from preparing exercises, from watching others negotiate, from negotiating their own cases and from having their own cases evaluated.

A typical course would involve 6 hours of lectures and 22 hours of practical case-play negotiating exercises.

 

Course Methodology

The course uses the “Case-play” method, actively involving the participants in a series of realistic exercises, combined with six 45 minute lectures on the “8 Step Approach”.

A typical half-day module contains a LECTURE, team PREPARATION, team NEGOTIATIONS and a video replay to EVALUATE their performance.

The participants have five opportunities to learn in each of the five half-day modules:

• from the lectures
• by preparing
• by watching others negotiate
• by negotiating themselves and
• from the video analysis of their own performance.

On the second day of the course there is a group discussion session where the participants’ particular problems, difficulties and issues can be raised, debated and wherever possible, specific advice and guidance offered by the course tutors.

A course typically starts with an evening introduction and then runs over the three following days. e.g. Monday evening to Thursday lunchtime. Each day runs from 8am to 7pm in the evening except for the final day.

This duration and intensity are necessary in order to allow practise in skills building. The programme has a natural rhythm; the concepts are presented on the first day, a series of increasingly challenging case-plays are tackled.

Residential Courses

There are additional benefits in running the courses at a residential facility where informal discussion in the evening allows the course tutors’ expertise to be accessed in a relaxed and informal setting. Scotwork will be pleased to advise you about suitable training facilities.

The Cases

The Scotwork Case-play exercises have been specially written to be short, easy to understand and to produce a good range of learning opportunities. The cases deal with the typical kinds of conflict that arise in business every day.

As the course progresses the cases become more complex forcing the participants to apply the skills under pressure and so become more adept at using them.

Quality and Consistency

Scotwork has developed quality monitoring systems that are appropriate to an intensive, dynamic management skills course. This is your guarantee of quality and consistency no matter which Scotwork Tutor leads the course or where and when it is run. We pride ourselves on meeting these high standards week in and week out.

Scotwork (UK) - Call Now on +44 141 357 3989

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