About Negotiating - Scotwork Negotiation Training Courses

About Negotiating

The obvious candidates for the Scotwork negotiating skill courses are those in sales and purchasing; sellers negotiate and buyers negotiate. However, a large majority of course participants identify internal negotiations as the most common and the most difficult.

At Scotwork we see negotiating as an enabling process, not a process of denial. More of “How can I give them what they want?”, rather than “How can I get away with giving them less.”

56% of those who attended the Scotwork negotiating training course reported improvement in handling internal organisational conflicts; 76% reported feeling more in control of the negotiation process, and 26% reported having more open discussions about the causes of the conflict.

Negotiating is a universal skill

Less than half our participants come from sales and purchasing. The rest coming from manufacturing, distribution, IT, human resources and finance; or are business professionals such as accountants and lawyers. A large number also come from the advertising profession and the media.

“It teaches a good frame of mind for dealing with clients.”
Account Director - BBH

Some participants react part way through the programme by saying “This is great workshop, just don’t let our suppliers/clients attend.” However, by the end they see the great benefits to be gained if the other party comes to the table well prepared and willing to be flexible; better that, than an intransigent opponent who adopts an unreasonable position and refuses to move.

We are in the business of showing how participants can achieve a better outcome in line with their interests. We get them to define their objectives and understand that there may be several ways of achieving them, rather than simply browbeat the other party into doing their way.

The Scotwork workshop is particularly effective when several managers from the same organisation go through over a period of time. This allows the language, the processes and the techniques to become common currency within the business. For 25% of our clients the Scotwork programme is automatic for managers in certain job functions.

“Stimulating, enjoyable, non-threatening potentially life changing; few courses I have been on have this effect.”
Producer - BBC

Participant materials

The way that the workshop materials are made available to the participants also helps to embed the lessons. On the workshop they receive an A5 size leather organiser to hold the lecture and tutorial handouts, a computer mouse pad with the key messages and a plastic 8 Step card.

Immediately afterwards they are sent additional planning tools by email and referred to a website where they can download the lecture and tutorial notes as a PDF for their laptop computer or PDA.

Follow-up sessions

We regularly run a one day follow-up session for those who have attended the workshop. These are usually arranged at least 12 months after the course. Increasingly we find participants attending the main programme for a second time in order to absorb more of the theory and have more practise. The follow-up sessions are customised to each individual client’s needs and can accommodate up to 18 people.

For more information please contact info.nz@scotwork.com

Scotwork (NZ) - Call Now on +64 4 297 90 69

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