Masters in Negotiation

Our Masters programme is a consultative approach to suit your management needs. It gives more experienced negotiators the skills to tackle complex, multi-party negotiations. By revisiting principles covered in Scotwork A.N.S. programme, Masters teaches how to prepare, manage and debrief your teams, interpret opponent actions and glean insights to inform strategic decisions.

Who is Masters in Negotiation for?

The Masters programme is designed for people with senior negotiation roles or a responsibility for running teams of negotiators.

"Scotwork come as a highly recommended and professional organisation; easy and fun to work with and with a global reach that has satisfied our needs to offer a consistent learning and functional platform across our markets (…) We have developed a highly codified yet simple approach across our senior team with the help of Scotwork’s learning and development program."

Anthony Groves, Global Commercial Director - Dentsu Aegis Network

What does Masters in Negotiation teach?

BUILDING A TEAM VIEW OF ALL

NEGOTIATION ACTIVITY

How to get a holistic understanding of transactional negotiating across all your teams

MANAGING NEGOTIATIONS

STRATEGICALLY

How to align negotiations with your wider business strategies and goals

Talk to our consultants about building your bespoke approach

INSPIRING AND REWARDING

The Masters in Negotiation course takes skills-building beyond the negotiating room and into a broader commercial context. It teaches how to understand buyer and seller behaviour, cut through tangled issues, choose the best strategic path and motivate your negotiation teams. Our expert consultants provide indepth individual coaching and focus the course on your current negotiation issues. Like the Scotwork A.N.S. course, the timetable is challenging and practical, but also inspiring and fun.

PRACTICAL OVER THEORY

Our strategic course combines lecture-style insights with practical case-play exercises to explore how to overcome typical strategic barriers. Participants use the PODEL diagnostic tool to support their decision making. Run over three days, every half-day module includes a short lecture, preparation, case-plays and video analysis.

EXPERT COACHING

The course is hosted by two expert Scotwork consultants, each with extensive client-side experience of running negotiations at senior level. They critique case-plays as they happen, deliver instant, incisive feedback and give on-the-spot guidance. With a tutor-to-trainee ratio of just 1:6, every participant is guaranteed plenty of best quality, one-on-one coaching.

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Before and after the Masters in Negotiation course

All participants receive expert input and support before and after the course:

PRE– COURSE PROFILING

Our Negotiation Proﬁle questionnaire captures the conﬁdence of participants before the course begins. It picks up areas of high and low conﬁdence, and pinpoints which aspects need most attention. This revealing snapshot helps our coaches to draw up a Personal Development Plan for each trainee.

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 the course is completed, participants continue to use their Personal Development Plan as a roadmap to hone their skills over time. They have access to the Scotwork Toolbox, a folio of online content, applications and tools to inspire and help them in future strategic negotiations. Our Preparation Tool is invaluable for pre-negotiation planning, while the Scotwork App gives useful diagnostics, tips and techniques.

How do your business' negotiation skills compare?

Capability Survey