Lectures

Never more than 45 minutes – describe the negotiating process and indicate useful techniques and tactical ideas as best practice.

Case Briefing

We use two case scenarios simultaneously. The cases are either written specifically for the client or selected from an extensive Scotwork library for each audience as part of the “Discovery” phase. Typically, each case will describe a realistic conflict familiar to the participants. This is not role play – participants are given no fictional personality but are asked to prepare and negotiate a solution as themselves.

Case Preparation

The teams are sent into four different areas to prepare their objectives, strategy, tactics and team responsibilities. Typically, one hour.

Case Play

One group attempts to negotiate a solution to their case, whilst in an adjoining room the other group, and the two tutors, watch the negotiation live with the tutors giving a real time commentary on the skills and strategies being used.

The watching group learn from the mistakes made by their colleagues. After the allocated time, which increases through the course as does the complexity of the case scenarios, the second group play their case, watched by the first group and the tutors as before.

Team Roles

Participants negotiate in teams in order to practice the different roles of a negotiator. This also provides a useful structure for when negotiations are undertaken by teams.

Video Analysis

Each group is coached by one of the tutors through the skills they used, the strategies and tactics they deployed, the techniques they demonstrated, and how new ideas will be implemented in their environment. Feedback and coaching come from the tutors and other group members.