Negotiation
for Leaders

Negotiate and thrive, no matter how high the stakes

Our Negotiation for Leaders programme is a consultative approach to suit your management needs. It gives more experienced negotiators the skills to tackle complex, multi-party negotiations. This programme equips team leaders with the skills to manage and coach negotiators by using analytical tools and competency based coaching guidance.

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This programme allows participants to:

Master advanced negotiation techniques and strategic leadership
Fit the negotiation process into a broad strategic business picture
Engage the other party on a level beyond the transaction; building more strategic commercial relationships
Deep dive into where your and the other party’s power comes from

Negotiate more successfully when long-term relationships are important
Consider various proven behavioural biases to improve your persuasion skills
Better understand how to create additional value and reach mutually beneficial outcomes for you and the other party
Identify and deal with negotiation tactics

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Who is Negotiation for Leaders for?

Our Negotiation for Leaders programme is ideal for senior leaders, and management who sit at the bargaining table for more complex, strategic, or multi-party deals, as well as those who lead and manage teams whose function involves negotiating. It teaches how to understand behaviour, cut through tangled issues, build key communication skills like active listening, choose the best strategic path and motivate your negotiation teams.

“Thank you for your support in this critical project for Olympus building the basis for a productive relationship with one of our Key IT Suppliers. Your efforts will have an impact for many years to come – you helped us to power our purpose of making people’s lives healthier, safer, and more fulfilling.

If you want to prepare yourself or your team for the next difficult negotiations, I highly recommend Scotwork. They will provide you and your team with the core skills needed to negotiate confidently in a professional, ethical and competent manner for a longer lasting relationship with your counterpart.”

Jens Puzicha, Global Strategic Vendor Management Lead – Olympus

What does Negotiation for Leaders cover?

Managing holistically

Enhance your leadership abilities in order to maximise your team’s performance by mastering how to prepare, manage, and debrief your team over long-term and complex negotiations, ensuring future success.

Negotiating masterfully

Gain confidence and ability in building effective negotiation skills and ongoing strategies, and learn how to bring support to negotiations that have been escalated to your position.

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Navigating intricacies

Master internal dynamics conflict resolution and power challenges of any negotiation to leverage your position, and how to bring a failing negotiation back on track.

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Your negotiation training journey

Before

Discovery

›

Design

During

Process

›

Practice

After

Evaluate

›

Support

DISCOVERY & DESIGN

Negotiating Skills Capability Survey to measure negotiation competence and define needs of the team.

Negotiating Confidence Profile to pinpoint areas of confidence, highlights priorities for improvement, and creates the foundation for a personalised skills development plan.

One-to-one Leadership interviews to capture your individual issues and challenges to prioritise learning objectives.

PROCESS & PRACTICE

Tailored to your needs, our courses address your real-world negotiating challenges by guiding you through our highly effective 8-Step approach to empower you with a clear understanding of how you can negotiate effectively no matter the scenario ahead of you.

Interactive Sessions include a challenging mix of live case-play exercises followed by individual video analysis, feedback and coaching from our experts.

EVALUATE & SUPPORT

90-day ROI survey to participants and their managers to evaluate gains in deal value, margin protection, cost savings and overall individual and group negotiating performance.

Embed learning through our digital Preparation Tool for future negotiations, our Personal Development Plan to continue to develop as a skilled negotiator, and our 8 interactive Consolidation Modules.

Behaviour Preferences Profiling

Understand your team’s collective strengths, identify potential blindspots and strategically build teams that maximise negotiation effectiveness and work towards creative solutions.

Embedded Learning

Proven results

Validated by customer feedback and manager outcomes:

98.9%

recommend Scotwork

98%

report improved negotiation performance

96%

of managers praise the investment

Light orange text on a dark blue background reads: Courses provide an average 16.08x ROI within the first three months, with an arrow curving around the text from left to right.

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Inspiring & rewarding

The Negotiation for Leaders programme takes skill building beyond the negotiating room and into a broader commercial context.

In a challenging but fun and inspiring learning environment, our expert consultants provide in-depth individual coaching and focus the programme on your current negotiation issues.

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Expert coaching

Our Negotiation for Leaders programme is hosted and delivered by two expert Scotwork consultants, each with years of proven successful negotiation experience in the field.

As your negotiation coaches, they critique case-plays in real time, deliver instant, incisive feedback, and provide guidance on the spot.

With an average ratio of just 1 consultant to 6 participants, you are guaranteed plenty of high-quality one-on-one time with our consultants for targeted support and advice.

Tutor ratio 1:6

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Practicality over theory

Our practical approach to skill building devotes 80% to case-play exercises and 20% to insightful guidance on skills and strategy.

Each case-play recreates complex conflict scenarios where you and your peers work in teams to find a resolution using different negotiation techniques. This is followed by video analysis and feedback from your coaches.

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BENCHMARK YOUR TEAM

See how much further your negotiators can go

Ever wondered how effectively your team or organisation negotiates? Are they above or below proven best practice? Where do they lose value or risk valuable relationships? What are their priorities – what needs fixing first?

Our online Negotiation Skills Capability Survey tells you how to immediately and consistently maximise negotiator performance.

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BEHAVIOURAL STYLE

Unlock your full negotiation potential

What’s your natural negotiating style? This style influences how we negotiate, making some aspects feel natural and others more challenging.

Our profiling model highlights your preferred approach to allow you to adapt to become a more versatile negotiator.

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