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SCOTWORK (n) negotiation


The Scotwork Advancing Negotiation Skills course is the ultimate in negotiation skills development. It provides participants with the core skills they need to negotiate confidently in a professional, ethical and competent manner.


Who Should Attend?
This course is appropriate for anyone who has authority to negotiate or vary the terms of any arrangement; indeed any detail on price, timing, priority, specification or employment can benefit. Our industry experience and training covers all sectors of commerce, industry and corporate negotiation.

The Scotwork 8-Step Approach©
You’ll learn both the theory and practice. The unique Scotwork method is based upon an understanding that all negotiations have an underlying structure. We call this the 8-Step Approach©. With our unique Case Play method, participants are actively involved in realistic negotiating exercises. Cases are selected to replicate real life issues and are combined with a series of engaging 45-minute lectures.

In a typical half-day module, participants take part in team preparation and team negotiation, followed by a video replay to evaluate performance.
Experience five opportunities to learn:
• From the lecture
• By preparing to negotiate
• By watching others negotiate
• By negotiating
• From video analysis and expert coaching
The course also provides a group discussion session. This session is vital because that is when problems, di!culties and issues can be raised and debated. It is also when our expert and engaging tutors will provide individual negotiation advice.


Maximum Return on your Investment

How can we be so sure? Because we run an ongoing survey of participants and managers. Average ROI within the first three months is nearly ten times the course fee.
It consistently reveals:
• 96% of participants reported improved negotiating performance
• 98% of managers say that the training investment was worthwhile
• 71% report more satisfying negotiations plus an improved level of confidence
• 99% would recommend the course
• 51% say the benefit increases over time
Unlike many training courses, the benefits of the Scotwork course increase over time.


Scotwork (n) negotiation


3 Days of Intensive Training

Over 100 powerful, practical and e"ective teaching points covering:

• Negotiate your way out of conflict
• Consider the five major issues in preparation
• Use active listening techniques to pick up signals
• Use constructive questioning
• Make, pitch and respond to proposals
• Re-package deals without spending any more
• Assess concessions and identify priorities
• E"ectively trade and bargain
• Improve recognition and use of closing opportunities
• Handle agreement and implementation stages
• Make and respond to multiple-pointed claims
• Defuse aggression and confrontation
• Handle deadlocks
• Use team negotiating skills
• Respond to common negotiating tactics
• Build partnership relationships with clients or suppliers
• Learn the secrets of win/win deals

A Typical Scotwork Timetable 

Our course will run over one evening plus 2½ days.
This duration and intensity gives plenty of practice applying new skills. We’ve found it the best way
to deliver lasting change.

Client Engagement Process 

• Engage as a trusted partner that delivers significant and tangible value
• Understand client needs & challenges. Communicate across business & functional stakeholders for deeper understanding
• Clarify client expectations. Take ownership and exceed them, consistently
• A journey together – not a one-off event

Pre-course process

• Focus on understanding client’s business, the issues and challenges faced
• Meet/speak to a wider audience for a deeper understanding of the business and issues
• Understand the current business process – how issues are addressed, conflicts resolved and the impact/outcome
• Achieve clarity on stakeholder expectations and deliverables

Course delivery process

• It’s a learning course, not a teaching course
      − 15% lecture, 85% practice
      − Focus is on participant issues
• We identify best practice
      − In different business situations
      − Outside their business context
• They practice skills, we critique performance
      − Live negotiations – all video recorded & replayed
• We suggest improvements & provide advice
      − They take away learning points

Post - course process

• Focus is on embedding the learning & delivering tangible value/impact
• Participants come with real–life negotiating
• Leave with an action plan based on Scotwork concepts & tutor advice
• Hot-line support/face to face at end of 4 week/8 week/12 weeks on projects & refresh learnings
• 12 week ROI assessment globally administered

Engagement models

Negotiation Skills Training
− Industry gold standard
− Audience – experienced, negotiating competency key job requirement
− 3 day program – 12 participants/2 tutors or 6 participants/1 tutor
− Robust follow-through, compelling ROI
− Fixed & Outcome based Pricing

Consultancy model (CM)
− Leaner version of ANS
− Addresses a specific need gap or business challenge
− Batch sizes of 6 or 12 or larger
− Fee linked to scope of the intervention


INR 1,00,000 per participant plus GST

INR 1,50,000 per participant plus GST

INR 1,000 per participant

Call us at +91 9811630393 | +91 9810225295

I am an engineering graduate from IIT Kanpur and MBA from IIM Ahmedabad with over 30 years of Corporate experience across multiple industries - Automotive (Anand Group), Industrial Products (American Universal - Now GE Motors), Print & Electronic Media (The Times of India & Zee Network), Services (Max India Group) and Technology (National Semiconductor, now Texas Instruments) rising from roles in Sales & Business Development to CEO & Board Member .

I have negotiated with global customers for business contracts, with 3rd party developers for development contracts, with Unions for long term agreements, with internal teams for goals and performance

I enjoy consulting with clients to address their business challenges.



I have a BA (Economic Honours) from Presidency College, Kolkata and an MA Economics from Calcutta University as a rank holder with over 20 years of Banking experience.

I started my career with The State Bank of India as a Probationary Officer and held positions across Delhi, Kolkata and Mumbai as Credit Apraisal Officer, Branch Manager and Chief Manager. I joined Axis Bank as the founding group of senior managers as GM Credit. I left the Bank as she moved overseas.

My negotiating skills were honed from the myriad situations - a buffalo loan for a farmer, a modernization loan for a corporate and negotiations with multiple bankers in a consortium.

I enjoy reading.

B Himangini

Senior Consultant



To provide participants an opportunity to experience the Scotwork negotiating skills development learning methodology in a refreshingly different and insightful way.



Open Courses take place in various locations throughout SouthEast Asia. There are 12 places on each course, with participants from a wide range of industries, job functions and seniority levels to reflect real world negotiations. To maintain balance, a maximum of three participants from any one
company will be registered per open course.



The programme is delivered by two Scotwork consultants for up to 12 participants. Contact us to discuss your organisation’s needs and see if this is the right option for your team.



MASTER CLASS3 hrs11th August 2018BangaloreINR 1000Book Your Seat
Public Workshop3 Days5-7 SeptemberBangaloreINR 1,50,000Book Your Seat
MASTER CALSS3 Hrs 15th SeptemberMumbaiINR 1000Book Your Seat
Public Workshop2 Days22-23 OctoberMumbaiINR 1,00,000Book Your Seat
MASTER CALSS3 Hrs17th NovemberMumbaiINR 1000Book Your Seat
Public Workshop2 Days4-5 DecemberBangaloreINR 1,00,000Book Your Seat
Masterclasses or open workshops maximum seats are 12 in each batch.  GST Extra Open Workshop Only : This includes Hotel banquet facilities, charges for tutors, use of Scotwork case material, course documentation & a Scotwork personal organizer for each participant. Participants are required to make their own arrangements for stay during the course.