Why Scotwork?
50+ years of negotiation expertise, delivered across 120 countries.
Scotwork is an international negotiation training and consultancy provider founded in 1975. Through the analysis of real-world negotiations, we develop a proprietary 8-Step Approach© that combines practical exercises with video analysis and expert feedback.
A structured negotiation methodology developed through real-world analysis
Scotwork’s proprietary 8-Step Approach© draws on analysis of over 100,000 hours of real-world, observed negotiations:
1
Prepare
Conduct advanced, structured preparation as standard before entering discussions.
2
Argue
Engage in constructive negotiating dialogue to build understanding and test assumptions.
3
Signal
Spot, reward, and encourage flexibility from the other party.
4
Propose
Make and receive conditional proposals effectively.
5
Package
Reshape and combine variables to close the gap.
6
Bargain
Trade concessions and terms systematically to protect value.
7
Close
Recognise the right timing and mechanism to finalise an agreement.
8
Agree
Transition smoothly from a verbal deal to effective, lasting implementation.
This provides a common negotiation process for people working across different roles and markets. Every negotiation may change, but our framework gives a route for all parties to follow.
Practical negotiation theory with video feedback
Scotwork’s experts deliver practical negotiation training designed to support each learner’s existing understanding of the skill of negotiation.
More than 80% of A.N.S. course time is devoted to live negotiation case-play.
Our unscripted exercises allow participants to freely practise responding to changing negotiation dynamics, with video analysis allowing participants to observe and review their own behaviour. Consultant-led coaching and individual feedback focuses on each learners’ strengths and weaknesses.
Negotiation isn’t just for sales and procurement. We firmly believe that everyone should be able to negotiate to some degree.
We offer a range of programmes for different capability levels, including foundational and advanced training, and development opportunities for negotiators, managers, and leaders.
Proven results
Validated by customer feedback and manager outcomes:
98.9% recommend Scotwork
98% report improved negotiation performance
96% of managers praise the investment
Average ROI
16.08 x
course fee within three months
Global delivery with local expertise
Our negotiation training is delivered in 120 countries in 30 languages. Our network of 180 local consultants carry out common methodology across international programmes while adapting their delivery to include and acknowledge relevant cultural, linguistic, and commercial contexts.
Negotiation capability measurement and continued development
The Negotiation Skills Capability Survey is used to identify the strengths and development needs of your workforce.
Over a decade of extensive research into negotiating capability went into creating this Survey, with 31,719 executives from 1,189 companies covering 155 industries and 70 countries informing our outcomes.
Real capability is proved through process, practice, and coaching that takes the learned theory and provides a clear path to results.
Scotwork in action
When Scotwork collaborated with a UK retailer, our A.N.S. training was followed by targeted engagement and a bespoke solution designed to close critical capability gaps.
They engaged with tailored workshops covering scenario-based simulations to support experiential learning and safe testing of responses to supplier pushback. Peer review, reflection, and shared learning were encouraged to help them build good practices together, and confidence was built through practice, feedback, and learning loops.
The results?
130
participants trained
£415,000
identified in savings within the first 90-days post-course
94%
said their negotiation skills have improved post-development project
98%
said they feel more in control of their negotiations
Negotiation training doesn’t have to be one-size-fits-all
Our courses are designed to equip professionals across all industries, functions, and existing knowledge levels with the practical skills and processes they will need to excel at any negotiation.
Come to us and gain more than workbooks and exercises to be practiced in isolation; get access to real experts and a methodology formed by more than 100,000 hours of observed negotiations.