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The 8 Step Approach© is unique to Scotwork. It is rooted in the rigorous analysis of over 100,000 hours of real-world negotiations and 50+ years of research and practical application, to develop this proven methodology. By identifying common behaviours across diverse observations, we have distilled the deal-making process into a simple, universal 8-step model.
Prepare – Advanced preparation as standard
Argue – Conducting constructive negotiating dialogue
Signal – Spotting / rewarding / encouraging flexibility
Propose – How to make and receive
Package – Reshaping to close the gap
Bargain – Trading to close the gap
Close – When and how to close
Agree – From agreement to effective implementation
The Advancing Negotiation Skills programme delivered over 2.5 days (4 half days virtually) is a live interactive negotiation programme. Our learning model actively engages participants in turning theory into iterative good practice. Our approach fosters better learner engagement by providing a collaborative, memorable and safe space to practice and develop new skills.
Over 80% of course time is allocated to live case-play exercises where techniques are road-tested within life-like, unscripted negotiation scenarios. Cases are selected to replicate real-life issues and are combined with a series of engaging 45-minute lectures.
Our expert coaches carefully guide participants through five sequences of lecture, preparation, negotiation case-play and follow-up analysis. Each is delivered in the context of their day-to-day working life.
Here’s an example timetable for the A.N.S. course:
Each participant will have a 1-to-1 session with a Scotwork consultant on the ANS course.
They will collaboratively discuss their personal profiler, their key learning takeaways from the training, and their initial areas of negotiation development focus, that they will work on straight away after the course.
We ask them to capture their learning takeaways and initial focus areas within the Scotwork PDP section of the Scotwork Digital Toolbox.
This PDP section, provides a live working document for your team members to work on implementing and embedding the learnings from the course.
Ensure your team members complete the 3-month ROI survey which will be sent to them 12 weeks post-completion of the course.
The aim is to gather some feedback about their recollection of the course, the relevance of the skills and how they have applied these over the last few months. We also question about any measurable benefits gained in time or money as a result of their attendance on the course, to help calculate Return on Investment.
Personalised Learning
We start your negotiators on the path of personalised learning and self-improvement by firstly asking them to complete their individual Negotiating profiler.
Results from their online questionnaire will give your team members an instant, individual snapshot report of how confident they are in their negotiating abilities against each of the 8 steps.
We’ll use this report with them on the course.
Here’s what the report they will receive looks like:
