Coaching Negotiation Skills (C.N.S.)

Creating coaching champions

Our Coaching Negotiation Skills (C.N.S.) programme helps internal coaches to sustain negotiation best practice as a core competence, equipping them with the skills, know-how and resources to keep their negotiators at the top of their game.

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Key learning points from the C.N.S course:

Identify opportunities: Learn how to evaluate your team’s negotiation performance, leverage their strengths, and identify areas for improvement using Scotwork’s skill-level matrix and methodologies.

Give guidance: Learn how to give actionable guidance and deliver objective, constructive feedback, helping your team to improve their performance and deliver successful negotiation outcomes.

Add value: Learn how to provide continuous support and bring about a genuine transformation in the performance and development of your team.

What to expect on the programme

Through the use of professionally recorded negotiation footage, C.N.S. participants analyse behaviours in real time, and apply the concepts and techniques introduced on the course to guide negotiators toward success. It’s hands-on practical exercises and understanding that transform theory into powerful coaching skills.

“C.N.S. provided useful tools that will help us continue developing the negotiation skills and knowledge of our team. This coach focused program had specific negotiation-coaching techniques that our team got to practice multiple times with Scotwork’s expert coaches. This program has enabled our commercial leaders to better support their teams through any negotiation as well as providing managers with a useful framework to provide objective action-based feedback.”

Luis Ferrey, Commercial Excellence Sr. Manager – Ingredion

How the Scotwork model works

Observe & Record

Discover how to interpret the workings of a negotiation process and how to map out guidance to improve their performance.

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Classify & Evaluate

Learn how to use the Scotwork 8-Step model to identify competencies for each stage of the negotiation and evaluate the performance of your negotiators.

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G.R.O.W. Model

We use the industry standard G.R.O.W. coaching model, allowing negotiation coaches to address challenges, set goals and uphold effective negotiation skill standards.

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Live, practical coaching

We prepare your coaches for the real world through live coaching exercises and real-time feedback to build leadership skills and coaching expertise.

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Your negotiation training journey

Before

Discovery

›

Revision

During

Process

›

Practice

After

Coach

›

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DISCOVERY & REVISION

Discovery calls

Prioritise your learning objectives to ensure our programme meets your needs and business challenges. Ensure you select the most appropriate attendees for this training to help deliver the transformation your organisation needs.

Revisit A.N.S. course materials

Completing our A.N.S. course within the last 18 months is a prerequisite to attending the C.N.S. programme. Your team will also have previously attended our A.N.S. course. Our online Scotwork Toolbox has all the materials needed for participants to refresh themselves on their negotiation skills and knowledge.

PROCESS & PRACTICE

8-Step framework

Built on our 8-Step approach on negotiation, we use industry-recognised coaching tools and competency models embedded within coaching guidelines to help you learn how to analyse, coach and support your teams. This results in a shared language and process defined by clear coaching objectives.

Practically develop coaching skills

Watch professionally filmed negotiation videos to analyse and understand negotiating behaviour, then participate in guided peer-to-peer practice that simulates real world coaching environments to cement coaching skills and competencies.

EMBED THROUGH COACHING

Online embedding tools

Plan and execute coaching sessions using the tools introduced on the course and help internal teams succeed and grow in their own negotiations using their Scotwork Preparation Tool and Personal Development Plan.

Behaviour Preferences Profiling

Understand your team’s collective strengths, identify potential blind spots and strategically build teams that maximise negotiation effectiveness.

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

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Inspiring & rewarding

Tailored to both individual and business needs, A.N.S. not
only elevates your existing negotiation capabilities and
teaches you how to negotiate successfully, but does so in a learning environment that is modern, inspiring, hands-on, team-spirited, and fun!.

With a renewed sense of control and confidence in your
negotiation skills, you sidestep hazards, seize opportunities, and use creative techniques to land the best deal.

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Expert coaching

A.N.S. is delivered by two expert Scotwork consultants, each with years of negotiation experience in the field and a proven track record of success.

With an average ratio of 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, hyper-relevant tutorials.

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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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