THE REAL-DEAL
NEGOTIATION EXPERTS

Scotwork’s live, interactive negotiation courses make a real difference to people and businesses. In just a few hours we share lifetimes of experience and technique to sharpen acumen, up-skill and empower. We help to boost profits, strengthen relationships and commercialise business culture.

FOUNDED ON REAL INSIGHTS

It all started in 1975 with a mission to understand the mechanics of negotiation. Months of ground-breaking observational research revealed processes common to every negotiation. We identified techniques that brought success time after time. From this we devised a unique coaching framework to pass on our insights to others. The Scotwork negotiation course was born.

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Making A Real Impact Worldwide

We have coached over 200,000 senior managers in 24 languages. We have grown into the world’s number one independent negotiation consultancy, operating in 38 countries. We work with organisations large and small across all sectors. And after 40 years we are still the real deal, giving people powerful skills that transform their lives, and handing businesses more successful futures.

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Alternatives

Negotiators don’t necessarily derive their power from the relative size of their organisations. In fact, many negotiators fall into the trap of being scared by a seemingly “bigger” opponent on the other side and end up striking deals that belie their significance to the other side. As I have written before, these deals can be commercially ruinous. In fact, they derive their power from the incentives and sanctions that they have at their disposal. The problem that negotiators face when deploying their power, exerting their leverage as I once heard it described, is that some incentives seem relatively indivisible. They have one enormous “chunk” of a concession and then it’s over to threats and counter-threats – never a place where nice people like to be!

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