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Scotwork’s Evolution

How Scotwork became global leaders in negotiation skills training & consultancy.

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PHASE 1: 1975 – 1985

Defining & Pioneering

Scotwork was founded in 1975 with one objective: to bring structure and clarity to the way people negotiate.

Through our 8-Step Approach©, we became pioneers in the way negotiation was taught, basing our programme around experiential learning through real-world scenarios, video evidence, and coached debriefs.

In 1983 we set our sight on our next goal: proving the programme’s effectiveness on a global scale. Our first overseas course in South Africa was a milestone that paved the way for expansion to come.

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PHASE 2: 1985 – 2005

Measuring Global Application

We continued to refine our programmes and measure their success, with ROI tracking introduced in 1989 that consistently shows strong client results just 90 days after training.

Over this period, we expanded to 26 countries, building a network of hundreds of international consultants. Having a local presence in so many territories gave us a unique advantage: the ability to understand and adapt to local cultures and languages, while delivering the same negotiation principles worldwide.

We demonstrated that our 8-Step Approach© could work in more than 120 markets, regardless of geography or industry.

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PHASE 3: 2005 – 2025

Expanding Research & Digital Capability

With unrivalled global coverage, we turned our focus to continuous improvement. It was no longer just about what we taught, but about how we prepared for the training, delivered it and embedded it.

We continued building on our research into Negotiation Training ROI, Competency Prediction, Capability Assessment, Behavioural Preference Modelling, and best-in-class Digital Application, such as our AI-enabled Preparation Tool.

In 2025, with offices in 50 countries, our portfolio delivers greater ROI and transformation than anyone else, further strengthening Scotwork’s position as the global no.1 for negotiation training and consultancy.

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PHASE 4: 2025 & BEYOND

Best Practice, Locally Applied

Moving forward, our focus remains clear: to continue setting the global standard for negotiation best practice, while adapting to the needs of an increasingly globalised client base.