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Illustration of a superhero with "NEGOTIATOR" written across his back standing before a mirror, which reflects a anxious businessman in a suit holding a briefcase, illustrating commercial negotiation leverage and avoiding self-doubt.

By Ben Byth | 20.08.26

Are You Negotiating… or Being Monstered? How to Unlock Hidden Leverage

Most negotiators don’t lose because they have less power… they lose because they convinced themselves they should lose. At Scotwork,…

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A conceptual digital illustration by Scotwork depicting a business hand placing a stone block labeled "YES..." to bridge a chasm between two cliffs. The left cliff, labeled "Them," features shipping containers for "Needs" and a checklist for "Key Objectives." The right cliff, labeled "Us," displays a locked safe for "Commercial Position" and a profit chart.

By Ben Byth | 10.08.26

The Hidden Cost of Being ‘Difficult’ in B2B Negotiations

As time goes by, people forget the commercial terms and the words you said. What they don’t forget is how…

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Minimalist iceberg graphic on a dark charcoal background depicting negotiation drivers. Above a pink wavy waterline, the tip of the iceberg reads "Surface Level Explanations. Numbers, Policies, Legal" alongside a pink speech bubble saying "This is just about the commercials." Below the waterline, the large pink base of the iceberg features bold black text reading "The Real Drivers" followed by "Pride, Fear, Status, History, Loyalty, Resentment, Saving Face, Ego." On the right, an underwater scuba diver with "Negotiator" on their tank shines a light and holds a magnifying glass toward the submerged text.

By Hunter Shannonhouse | 27.07.26

Ever Been Told You Can’t Speak When Negotiating?

What happened next is a lesson every negotiator should understand.  During a mediation, we experienced a moment that seemed almost…

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An illustration titled "Does your counterpart have the full picture?" comparing "The Reality" vs "The Assumption." On the left, an injured paraglider stranded on a cliff says, "Can you meet me at the landing zone, I just need a little help," while emergency vehicles and a helicopter arrive. On the right, a woman on the phone holding keys and a bag says, "What an overreaction for a minor incident!" unaware of the true scale of the situation.

By Ben Byth | 07.07.26

The Cost of Keeping Your Cards Close

We like to think we’re rational, assess situations clearly, say what we mean and listen well… but we know that…

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An illustration of a large cargo ship labeled 'NEGOTIATION LEVERAGE' taking on water through holes in its hull. Floating icebergs surround the ship, each displaying social media-style callout bubbles that read: 'Easiest job ever!', 'New truck!', and 'Look at my payslip!'. In the foreground, a group of concerned professionals stands on a dock, with one man pointing at the sinking ship as another character says in a speech bubble, 'Let’s tighten the purse strings!

By Keith Stacey | 23.06.26

Is Your Social Media a Negotiation Liability?

Loose Lips Sink Ships: Why Your Social Media is Negotiating Against YouValuable insights for negotiators come in many forms, but…

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By Ben Byth | 04.06.26

The End of the ‘Dictated Terms’ Era

AI is Shifting Negotiating Power. Are You Still Negotiating Like You Own It?  For years, some organisations didn’t need to…

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By Ben Byth | 21.05.26

How Self Aware are You as a Negotiator?

Patience and the Importance of Self-AwarenessSometimes urgent action is required when negotiating: after the spike in avgas prices, Lufthansa decided…

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By Ben Byth | 12.05.26

A Rare Moment for Fierce Agreement?

AI, Productivity…and a Rare Opportunity Agreement in IR  The headline from a recent edition of The Australian Financial Review is…

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By Ben Byth | 28.04.26

Pushing a Price Rise is Harder Than It Looks

In our most recent blog we explored how buyers need to take a considered approach when responding to a supplier’s…

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By Ben Byth | 14.04.26

Should You Accept a Price Rise?

When a supplier sends through a price rise, most buyers instinctively ask: “Is this justified?” Fair question. But it is…

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By Ben Byth | 31.03.26

Negotiation Strategy For a World at Crisis Point

It was only 6 years ago that we entered uncharted territory when the global trading system screeched to a halt.…

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By Ben Byth | 12.03.26

Why Time is the Most Misunderstood Strategic Lever in Negotiation

It didn’t take long for companies to raise prices after war erupted in Iran… Sometimes accepting price rises is the…

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