Advancing
Negotiation Skills
Our Advancing Negotiation Skills (A.N.S.) course launches tens of thousands of people into negotiation training every year. A challenging mix of practical exercises, online tools, video analysis and bite-sized lectures from expert coaches, A.N.S. prepares people of all ages, backgrounds and levels to become high-value, commercial negotiators
Our Advancing Negotiation Skills (A.N.S.) course launches tens of thousands of people into negotiation training every year. A challenging mix of practical exercises, online tools, video analysis and bite-sized lectures from expert coaches, A.N.S. prepares people of all ages, backgrounds and levels to become high-value, commercial negotiators
Who is it for?
The simple answer is that A.N.S. is perfectly suited to anyone within your business who negotiates at some level, whether that’s external or internal negotiations. We train people across all functions: Sales / Commercial; Purchasing / Procurement; Learning & Development; HR; Senior Management and many more.
“There isn't a day that goes by without using the things I learned in the course. A few things I already did before, but now I can tie it to a structure. It is truly the best training I ever followed. Thank you very much, it has really changed my life. it lifted my knowledge and skills and I am thankful to be able to join this training. I saved £100k+ within 90 days of attending the course!”
BAS BANNINK
Sales Engineer, Cisco
What does
A.N.S. Teach?
MASTERING THE ART OF CONTROL
Knowing where and how to take control is the cornerstone of good negotiating technique
FOCUSING ON PRIORITIES
Our Preparation Tool cuts through complexity by defining clear goals and priorities
UNDERSTANDING THE PROCESS
Knowledge of our eight-stage process helps navigate the twists and turns of dealmaking
“We joined the Scotwork Advancing Negotiation Course with a group of 24 senior sales managers from SodaStream. The course was very professional, the methodologies and materials were of high quality, and the trainers were very experienced, professional and engaging. Time was spent very effectively and the course gave practical tools to the participants. Overall, everyone was very satisfied and felt they got great value out of it. I'm sure this course will contribute to the business success of the company.”
Limor Samet, Head of Learning and Development - SodaStream
Tailored for your business needs, A.N.S. teaches how to negotiate professionally, ethically and successfully. It gives your people the control and confidence to side-step hazards, seize the initiative and deploy creative techniques to land the best deal. All this happens in a learning environment that’s modern, inspiring, hands-on, team-spirited and fun
A.N.S. takes a practical approach to skills building. 80% of time is devoted to case-play exercises and 20% to lecture-style teaching. Each case-play recreates a typical conflict scenario. Participants work in teams to find a resolution using different negotiation techniques. Run over three days, every half-day module includes a short lecture, preparation, case-plays and video analysis
The A.N.S. course is hosted by two expert Scotwork coaches, each with many years of in-the-field negotiation experience. They critique case-plays in real time, deliver instant, incisive feedback and give on-the-spot guidance. With a tutor-to-trainee ratio of just 1:6, every participant is guaranteed plenty of high quality, one-on-one coaching
A.N.S. is much more than a three-day course. For many people, it acts as a starting point for a lifetime of skills building
Our Negotiation Profile questionnaire captures the confidence of participants before the course begins. It picks up areas of high and low confidence, and pinpoints which aspects need most attention. This revealing snapshot helps our coaches to draw up a Personal Development Plan for each trainee
Before training, participants are encouraged to give us insight into their organisation and its approach to negotiation, via our online Capabilty Survey. This, combined with stakeholder analysis, allows our consultants to focus the training on optimising outcomes for the organisation as well as the individual
Once A.N.S. is completed, participants use their Personal Development Plan as a roadmap to hone their skills over time. They also gain free access to the Scotwork Toolbox, a folio of online content, applications and tools to inspire and help them in future negotiations. Our Preparation Tool is invaluable for pre-negotiation planning, while the Scotwork App gives useful diagnostics, tips and techniques
Do your negotiation skills size up to the industry benchmark? Find out with the Scotwork Negotiation Skills Capability Survey
