Strategic Negotiation

Thinking Beyond the Transaction
- Advanced Preparation
  - Strategic Objectives and Guiding Principles
    - The P.O.D.E.L. strategic analysis tool
      - Deploying Wish and Concession Lists
        
        Analysing Buyer and Seller behaviour
        
        Understanding and Engaging with the other party

A 3 day course for those who have completed the Scotwork Negotiating Skills course and who wish to take their skills to the next level.

For those who decide the strategic objectives and guiding principles in the organisation and for those who have to carry them through.

For those who lead or manage negotiating teams.

Following on from the massive success and return on investment model established with the Scotwork Advanced Negotiation skills course, Strategic Negotiation - Scotwork The Next Steps allows participants to drill down further, refresh and supplement their learning and gain a strategic framework within which long term relationships often are compelled to operate in. Participants will also gain valuable knowledge on how to help coach others within their own organisation to get better results from their negotiations.

The course follows the same method and style of the Advanced programme and is intense, thought provoking and memorable.

Scotwork - The Next Steps provides the link between the individual skills developed on the Scotwork Negotiating Skills course and the application of these in achieving the organisation’s goals.

Scotwork - The Next Steps takes the processes explored in the Skills course and enhances them with practical insights, improved understanding and new analysis.

Scotwork - The Next Steps moves from content to context; from the specific transaction to the overall strategy; from the individual to the team.

Scotwork - The Next Steps explains and practises using new tools, refreshes existing skills and develops ideas introduced on the Skills course.

The objective is to bring a strategic, organisational dimension to the negotiating process by use of the Scotwork approach: practical, universal, applicable, immediate, measurable, cost-effective and entertaining.

Scotwork - The Next Steps is offered in both in-house and open course format.

The course is delivered by two Scotwork consultants for up to 12 participants, so there is a great participant to tutor ratio and plenty of opportunity for personal feedback. The timetable is intensive and fast-paced. You will spend 80% of your time in practical activities.

Scotwork - The Next Steps is appropriate for those who have participated in the Scotwork Advanced Negotiating Skills course. If participants have not attended this course then it appropriate that they should attend at least 6 months prior to participating in The Next Steps.

What will I learn?

Following the course participants will be able to:

Fit negotiations into a broad strategic business picture
Engage other parties on a level that goes "beyond the transaction" to build more strategic business relationships
Understand Buyer and seller behaviour in the negotiation framework
Recognise and deal with negotiation tactics
Have an advanced planning tool to aid negotiations
Use a diagnostic tool to validate decision making
Negotiate more successfully where long term relationships are important

What's feedback been like?

Here's what participants have had to say so far:

"Great course, takes negotiations to a new strategic level"

"Perfectly matched with our corporate needs"

"Great next step to further development of negotiations skills"

"Appropriate and valuable next step, negotiating skills outstanding, excellent."