Scotwork - The Next Steps provides participants with an in depth knowledge of the strategic implications of negotiating in long term commercial business relationships. The course is only available to participants who have already been through the Advanced programme with Scotwork and have since had 6 months to practice the skills learnt. The course allows participants to:

• Reinforce and build upon their negotiating skills

• Understand new tools for more effective preparation

• Consider the broader strategic negotiating picture

• Use a specialised 'diagnostic' to analyse progress in the negotiation

• Understand buyer and seller behaviour patterns to ensure that the correct negotiating strategies are adopted

• Develop the use of concessions

• Provide responses to common negotiating tactics

• Create their own 'Next Steps Blueprint'

• Get personal feedback from the course leaders