Negotiating Skills Capability Survey -

Then and Now

 8 years of Scotwork's Negotiating Skills Capability Survey 

In 2016 we introduced our Negotiating Skills Capability Survey. It was designed to measure how well teams negotiate and to benchmark participants against what we consider global best practice.

When the first results of the survey were published, we had surveyed 5397 respondents worldwide across 51 sectors and industries, revealing clear negotiation trends and practices.

8 years later we have now surveyed over 27,000 people from 921 businesses in 65 countries, which is the largest database of negotiating behaviour anywhere. 

So we have decided to revisit the data and the conclusions we reached 8 years ago to see what, if anything, has changed in that time. Download our new eBook below to see the consolidated data and our conclusions:

Download eBook

What is the Negotiating Skills Capability Survey?

It evaluates 50 negotiating behaviours and activities in order to:

  • Explore how effectively negotiators prepare
  • Discover the dynamics of how participants conduct a negotiation and the effect they have on outcomes
  • Review how they present their own case and take account of others' needs to achieve deals
  • Evaluate participants’ own view of the quality of the deals they achieve
  • Measure the impact on continued relationships with customers, suppliers or staff 

About Scotwork

Since 1975, we have been leading the way in creating greater engagement by mixing global reach with rich local knowledge, with offices in 46 countries, as well as training delivery and consultancy in 29 languages.

Our course launches tens of thousands of people into negotiation training every year. It prepares you to become a successful negotiator; equipping you with a proven methodology and changing your behaviour in negotiation situations.

Scotwork's 8-step process helps you to navigate the twists and turns of dealmaking. The highly interactive sessions include a challenging mix of practical exercises, online tools and video analysis.

“There isn't a day that goes by without using the things I learned in the course. A few things I already did before, but now I can tie it to a structure. It is truly the best training I ever followed. Thank you very much, it has really changed my life. It lifted my knowledge and skills and I am thankful to be able to join this training. I saved £100k+ within 90 days of attending the course!”

Bas Bannink, Sales Engineer, Cisco

Negotiation Skills Training & Consultancy

Since 1975 we have been leading the way to create greater engagement and application by mixing global reach with rich local knowledge.

Return On Investment

We generate an average 16 x ROI from our programmes.

Global Standards Applied

We ensure the best practice with local flexibility.

Sustainability

We focus on embedding lasting change.

29 Languages

180 Local Consultants

120 Countries

48 Offices