The Next Steps
Scotwork - The Next Steps
The Scotwork Next Steps programme allows participants to drill
down further, refresh and supplement their negotiation
skills and develop a better understanding of the strategic
framework within which their long term relationships operate.
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 is appropriate for those who have
participated in the Scotwork Advanced Negotiating Skills course. If
participants have not attended this course, then it is appropriate
that they should attend at least 6 months prior to participating in
The Next Steps.
Course content will cover:
- Thinking beyond the transactional level to the
strategic level
- An Advanced Preparation document
- Using Strategic Objectives and Guiding
Principles
- Applying the P.O.D.E.L. strategic analysis
tool
- Deploying Wish and Concession Lists in a more creative
manner
- Analysing Buyer and Seller behaviour and using it to
inform negotiating strategy
- Understanding and engaging with the other
party
- Coached development of a personal Advanced Preparation
document
For The Next Steps (TNS) course dates click
here
Read what our past clients say about our programmes, click here.
The course is offered in two formats, one-company training and
open (public) courses:
One-company training
With our one-company training, we work with you to select the most
appropriate dates for courses, find an appropriate venue (typically
off-site) and we put programmes together focused around your
organisation's key negotiation issues and goals. We get to know
your business beforehand, so that the skills coaching on the
programme is directed towards your group's key challenges and,
where necessary, relates to their terminology and systems.
The programme is delivered by two Scotwork consultants for up to
12 participants, so there is an ideal participant to tutor ratio.
The standard timetable is intensive and fast-paced, and runs across
3 full days.
Contact us
to discuss your organisation's needs and see if this is the right
option for your team.
Open (public) courses
We offer regular Open programmes across the UK (for offices around
the world click
here). This format is ideal where it is not
possible for groups of 12 members of your team to be in training in
the same week, or where organisations wish to trial the programme
before a roll-out across the team.
Many of our participants also enjoy the opportunity to work with
people from other backgrounds, roles and organisations. We only
accept up to three people from each organisation onto each Open
course to ensure that a diverse mix of people is represented.
These courses typically run for 3 days and are intensive,
practical and fun. We take a maximum of 12 participants, so just
like the in-house programmes, the 6:1 participant to tutor ratio
provides for plenty of personal feedback and you will spend 80% of
your time in practical activities.
A place on a The Next Steps Open course in London costs
£2,250 + VAT.
Accommodation/meals are extra and should be paid for by the
participant at the end of the course to the hotel. We recommend
staying at the hotel; however for those not doing so there is a
Daily Delegate Rate.
Please see Booking Enquiries for UK
dates.
For International Open course dates find your nearest offices
click here.