DEFENCE SPECIFIC SOLUTIONS

Defence and Industry

Helping defence and industry deliver better value, build sustainable relationships and develop collaborative, win-win outcomes.

With 45 years of successful contract negotiations including experience working closely across major negotiations in Aerospace, Land, Joint and Maritime, Scotwork is the world authority on collaborative, mutual gain negotiation.

Helping defence and industry deliver better value, build sustainable relationships and develop collaborative, win-win outcomes.

With 45 years of successful contract negotiations including experience working closely across major negotiations in Aerospace, Land, Joint and Maritime, Scotwork is the world authority on collaborative, mutual gain negotiation.

Who is it for?

This course is delivered specifically for Defence personnel and those within Defence Industry, and is appropriate for anyone who has authority to negotiate or vary the terms of any agreement or contract,detail on price, schedule, priority, specification or risk.

 

The Defence Specific program follows our world leading, best practice Advancing Negotiation Skills curriculum, and covers typical negotiation issuesfaced in the Defence environment.


“Great to be exposed to the theory and the practical examples. Hands-on practice was great and will facilitate putting a framework around future interactions and negotiations.”

Wing Commander, Aerospace Systems Division

What does this

program Teach?

MASTERING THE ART OF CONTROL

Knowing where and how to take control is the cornerstone of good negotiating technique

 

FOCUSING ON PRIORITIES

Our Preparation Tool cuts through complexity by defining clear goals and priorities

 

UNDERSTANDING THE PROCESS

Knowledge of our eight-stage process helps navigate the twists and turns of dealmaking

“An essential course for every professional. Excellent development opportunity, really well structured with some great insights and key learning points for future growth.”

 

Senior Commercial Officer - BAE Systems

How we can help

OUR TRACK RECORD

As a Department of Defence Negotiation Services Panel Member, Scotwork have a long and rich history of providing both negotiation training and consulting services to the Department of Defence.


From a training perspective, we have trained well over 1700 Defence and Industry alumni over the past 27 years.

 

However, we also have a wealth of experience when it comes to providing negotiation consulting and advisory services to the Commonwealth, having worked closely across major negotiations in Aerospace, Land, Joint and Maritime.

PRACTICAL OVER THEORY

A.N.S. 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 three days, every half-day module includes a short lecture, preparation, case-plays and video analysis.

EXPERT COACHING

Simon Kelland & Phil Joynes who are tutors on the Defence Specific ANS course spend a large portion of each year either training, consulting, or leading negotiations for the Commonwealth.

 

They both sit as Tier 1 members on the Defence Negotiation Services Standing Offer panel and are experienced lead negotiators on high risk, high value, complex projects that span all levels of ACAT and MSCAT.

Defence Open Course Dates

Sign up for a Scotwork open negotiation course and become a stronger deal-maker. Join our expert negotiation skills tutors and a mix of participants from diverse backgrounds. Get a taste of real-world negotiation in live, interactive workshops. Check out the dates for our next open negotiation skills course.

Key outcomes for participants include:

Proven Skills

An easily understood and readily applied set of negotiating skills

Negotiating Confidence

Enhanced confidence to build long-term, sustainable internal and external relationships

Process and Methodology

Best practice methodologies and tools for preparing, analysing and executing negotiation outcomes

Handle Common Issues

How to deal with unreasonable demands, defuse aggression or confrontation, and break deadlocks

Defence Best Practice

An overview of best practice approaches to developing and implementing a Contract Negotiation Directive and Contract Negotiation Report, having regard to Defence templates.