BENCHMARK YOUR TEAM
Make data-driven decisions
For any success to come to fruition, not only do you leverage your strengths, but you also pay attention and take action to where improvements are needed. Mastering your negotiation skills is no exception.
Which good behaviours need reinforcing?
What issues need fixing to stop value erosion?
Scotwork’s online Negotiation Skills Capability Survey tells you how to immediately and consistently maximise negotiator performance.
Over a decade of extensive research into negotiating capability, we have surveyed 30,626 executives from 1120 companies covering 153 industries and 70 countries.
We pinpoint your team’s strengths and blind spots, which gives you clarity on where to focus your negotiation training spend for maximum ROI, and how best to support your teams in their negotiation performance.
IDENTIFY SKILL GAPS
Fill the negotiation skill gaps
With this wealth of data and our deep understanding of negotiation both in theory and in action, we have helped businesses identify the skill gaps, build a clear roadmap to fill the gaps, and win more valuable deals. And we can help you too.
CAPABILITY SURVEY FINDINGS REPORT
Our findings
Negotiation outcomes rarely hinge on a single big moment, they’re shaped by consistent habits and behaviours. When leaders have visibility into how their teams negotiate, they gain a practical roadmap to protect value, improve consistency, and reduce risk before it shows up in results. Below are a few common findings we see in typical negotiators – how do they stack up against your team?
Fact: 41%
think their negotiating results always create long-term value for the business
Impact:
Most negotiators are unintentionally trading long-term value for short-term agreement making deals more vulnerable to unnecessary concessions
Fact: 24%
establish at the outset of the negotiation what the other party wants
Impact:
When negotiators focus primarily on their own needs, they miss opportunities to leverage the other side’s priorities and create value
Fact: 60%
at some time enter negotiations with no intention of making any form of concession
Impact:
A “no concession” mindset often leads to reactive, unplanned concessions later resulting in weaker outcomes
Fact: 32%
think the relationship has been strengthened when they complete a negotiation
Impact:
Negotiations are opportunities to build trust and strengthen relationships with partners and stakeholders you work with repeatedly
Fact: 32%
always know what questions they will ask when they meet the other party
Impact:
Poor planning leads to longer negotiations, missed opportunities, and unnecessary value erosion
Fact: 18%
have a fallback plan if they cannot get a deal
Impact:
Without a clear walkaway position, negotiators create self-inflicted pressure that leads to avoidable compromises and bad deals