Advancing

Negotiation Skills

Course 2

Our Advancing Negotiation Skills Course 2 (A.N.S.2) is a masterclass for the more experienced negotiator. A.N.S.2 takes negotiation training to the next level, boosting knowledge, conﬁdence and control skills to a much higher standard

Who is A.N.S.2 for?

A.N.S.2 is suitable for trainees who have already completed Scotwork’s A.N.S. course. It attracts all kinds of customer-facing job roles, including Account Manager, Sales Manager, Buyer, Strategic Account Executive, VP Client Services, National Account Director and Regional Sales Director.

“After my Advancing Negotiating Skills course three years ago, the A.N.S.2 course deﬁnitely took my negotiating to another level.”

Store Operations Director

What Does A.N.S. Teach?

STAYING AGILE

Thorough preparation and creative thinking make it easier to manoeuvre and keep options open

HOW TO TRADE CONCESSIONS

Concessions should never be made needlessly or without receiving something valuable in return

MANAGING DIFFICULT PEOPLE

Learn how to stay in control, even when faced with the most challenging people and behaviours

HOW TO GROW CONFIDENCE

To perform well, all negotiators and team-leaders must learn to remain conﬁdent under pressure

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More About the A.N.S.2 Course

INSPIRING AND REWARDING

Tailored to your business needs, A.N.S.2 teaches how to negotiate professionally, ethically and successfully. It gives your people the control and confidence to side-step hazards, seize the initiative and deploy creative techniques to land the best deal. All this happens in a learning environment that’s modern, inspiring, hands-on, team-spirited and fun.

PRACTICAL OVER THEORY

A.N.S.2 takes a practical approach to skills building. 80% of time is devoted to case-play exercises and 20% to lecture-style teaching. Each case-play recreates a typical conflict scenario. Participants work in teams to find a resolution using different negotiation techniques. Run over two days, every half-day module includes a short lecture, preparation, case-plays and video analysis.

EXPERT COACHING

The A.N.S.2 course is hosted by two expert Scotwork coaches, each with many years of in-the-field negotiation experience. They critique case-plays in real time, 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 high quality, one-on-one coaching.

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Before and after the A.N.S.2 course

A.N.S. is much more than a three-day course. For many people, it acts as a starting point for a lifetime of skills building.

PRE– COURSE PROFILING

Our Negotiation Proﬁle questionnaire captures the ability 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. (Only available in One Company courses)

POST– COURSE SUPPORT

Once A.N.S. is completed, participants use their Personal Development Plan as a roadmap to hone their skills over time. They also gain free access to the Scotwork Toolbox, a folio of online content, applications and tools to inspire and help them in future 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?

Do your negotiation skills size up to the industry benchmark? Find out with the Scotwork Negotiation Skills Capability Survey.

Capability Survey