About the Course
Advancing Negotiation Skills
Our Advancing Negotiation Skills (A.N.S.) course launches tens of thousands of people into negotiation training every year. The highly interactive sessions include 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 successful negotiators; equipping trainees with a proven methodology and changing their behaviour in negotiation situations. The 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.
Especially for the Avebe Global Commerce Meeting Scotwork has designed a program which mixes a virtual session of 4 hours and a live session in Amsterdam of 1,5 day. All the theory of the Scotwork 8 Steps will be covered, but for the vast majority of the training you will take part in 3 Case Plays especially developed for the training and be actively involved in preparing, conducting, reviewing and analysing negotiations.
The virtual part of the programme lasts about 4 hours and the programme of this virtual part is as follows:
- Introduction of tutor(s) and participants
- Framework and objectives of the course and participants
- The Scotwork 8 Steps of the negotiation process
- Negotiation and alternatives to conflict resolution
- Explanation of the Scotwork Tools
- Theory Step 1: Preparation
- Preparation of Case Play 1 in online portal with assistance from tutor to get you all set for
the meeting in Amsterdam!
During the training you will be in different groups for each case play, which will allow you to work with several colleagues.
Live Programme 12 and 13 September
The live programme taking place in the inspiring surroundings of the Amsterdam Arena will largely consist of active participation in 3 negotiation cases and a Value Creation workshop.
We start in the morning directly with the execution of the case prepared in the virtual session. The teams have already met online and are now armed to the teeth to meet their colleagues on the other side of the table.
During the training you will be in different groups for each case play, which will allow you to work with several colleagues.
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
OUR EXPERT NEGOTIATORS WILL SHARE OVER 100 POWERFUL, PRACTICAL AND EFFECTIVE TEACHING POINTS COVERING
- How to get more CONFIDENCE in negotiations?
- Understand the "Scotwork 8 steps" and use them to gain CONTROL over the process
- To analyse and influence the POWER BALANCE
- To recognise and use opportunities to negotiate
- Choosing the BEST METHOD to resolve the conflict
- Do a thorough PREPARATION before each negotiation
- Set the right OBJECTIVES and test LIMITS
- Improving the QUALITY of information exchange
- Should you give or not give INFORMATION?
- How to develop NEGOTIATING STRATEGIES?
- Recognise, interpret and act on SIGNALS
- How to prepare a strong OPENING of the negotiation
- How to value and give CONCESSIONS?
- Asking EFFECTIVE questions during information exchange
- Dealing with GOOD (BETTER) ARGUMENTS FROM THE OTHER PARTY
- Dealing with REASONABLE AND UNREASONABLE demands from the other party
- Making, pitching and responding to proposals
- Responding to and handling COMPLAINTS
- Defusing AGGRESSION and CONFRONTATION
- Handling DEADLOCKS
- Recognizing and responding to common NEGOTIATION TACTICS
- EFFECTIVE use of TIME-OUTS
- Understanding the difference between UNWILLINGNESS and INABILITY
- Learning the secrets of VALUE CREATION in your negotiations
- Getting all negotiating points OVER THE TABLE
- Improving recognition and use of CLOSING OPPORTUNITIES
- Using TEAM negotiating skills
- Build long-term "PARTNERSHIP RELATIONSHIPS" with customers and/or suppliers
Before and after the course
CAPABILITY SURVEY
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
POST-COURSE SUPPORT
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. Here they can access downloadable course materials, use the Preparation Tool for pre-negotiation planning, embed learning through interactive consolidation modules, recap with insightful videos and our E-Learning Consolidation Modules and access resources written by our experts.