The world of 1975 was very different. Back then, negotiation was barely understood and rarely studied. As one of our founders recalls: “My employer gave me no guidance or training on how to negotiate. I had to learn by trial and error.”

Changing times demanded a fresh approach, so Scotwork’s pioneers had a ground-breaking idea. They analysed thousands of hours of negotiation, revealed common behaviours and distilled their findings into a universal eight-step framework. This was the seed of the Scotwork negotiation course that went on to train over hundreds of thousands of people.

45 years later, we have grown into world-class negotiation specialists, with offices in 48 countries delivering negotiating consultancy and training in 29 languages.