Negotiating Training

Negotiating Training

Can people be taught how to negotiate?

People can be taught about a process by reading about it or by being told about it; “ability” can only be improved through practise. The approach used by Scotwork on our Negotiating Skills Training course is to allow participants to demonstrate their existing ability and then to coach them by reinforcing the good behaviours and by eliminating the bad behaviours.

The Scotwork Negotiating Skills course does not deal with complex theories, behavioural analysis or body language; instead we concentrate on giving the participants a toolkit of techniques, the skills to use the tools, and the skills to pick the appropriate tool to suit the particular occasion.

Our training is error based, as we find the best learning opportunities arise when things go wrong. The challenge for the tutors is that, no matter how expert the participants' line managers are, we have to show them how they can improve their technique.

One of the measures must be people’s ability to apply the techniques successfully back in the workplace, and for any improvement to be long lasting. Our research shows that not only do the participants apply the techniques, but because they produce results, they keep on using them. In a survey of the participants' line managers conducted 6 months after the course, 50% of respondents said that the benefits gained from attending the workshop were still increasing.

“Excellent. The high degree of role-playing and subsequent analysis made the instruction and the errors more real. The conduct of the instructors was open, friendly and invited challenges – this made it more accessible.”
Board Account Director - ABV

Practise makes perfect

Classroom time is only part of the story; for the changes to become embedded they have to be supported by line management, integrated into the company’s systems and seen as a routine part of the company’s culture.

In every business there are conflicting priorities, both internal and external: about resource allocation, about pricing issues, about priorities and about deadlines. These conflicts are more acute in the current economic climate.

These conflicts need to be resolved at the least cost, in a professional manner and with minimum disruption. The techniques that we highlight and practise are designed to help the participants do just that.

Creative learning environment

It is widely recognised that for learning to be effective it has to be memorable, immediately applicable and entertaining. Our use of an easily remembered map of the process, strong visual imagery, extensive use of video recording and replay, combine to have an impact.

Participants often return after a break to report that they had just applied one of the techniques to good effect in a telephone call.

Scotwork (México) - Call Now on +52 55405125, 1174, 3847 ext 204

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