Insights

Explore our library of resources for helpful tips, deep-dive analysis and blue-sky thinking, all researched and authored by Scotwork’s negotiation experts. See below for a wide choice of blog articles, ebooks, whitepapers, case studies, course brochures and videos.

Explore our library of resources for helpful tips, deep-dive analysis and blue-sky thinking, all researched and authored by Scotwork’s negotiation experts. See below for a wide choice of blog articles, ebooks, whitepapers, case studies, course brochures and videos.

Blogs

Executive Involvement in Negotiations

Phil Tammen 21st September 2021

There may be a temptation for some leaders, given the improving performance of telecommunication tools, to use them to be involved in negotiations, even when they are conducted in a remote location. Everyone is more comfortable using these tools g...

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Getting on the Front Foot with Grievances

Ben Byth 14th September 2021

It is surprising that I am still amazed when a client's problem almost precisely matches one of our cases... The last surprise was our own! We were booked into a hotel in Perth for 2 consecutive weeks... when unexpectedly we get an email from the...

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Coronavirus – Questions into the Future

Keith Stacey 25th August 2021

The purpose of this blog is to ask some of the questions that will require answering as we emerge from lockdowns. The questions are posed, simply to promote a dialogue around the possibilities created. The impact on work, relationships, organizat...

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The Negotiator's Response to Unreasonable Demands

Ben Byth 20th July 2021

Every now and then someone will make a demand of you that you can't help but feel is unreasonable. Your first reaction will often be one of shock, and you may even ask if they are joking?! However, annoyance then usually sets in once you realise t...

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Brochures

Negotiating Foundation Workshop

The Negotiating Foundation Workshop starts you on a life-changing journey towards negotiating control

Advancing Negotiation Skills

Start your negotiating skills training here

Virtual Advancing Negotiation Skills

Start your virtual skills journey here

Negotiating Essentials

Introduction to the process of negotiation

Coaching Negotiation Skills

Keep your people negotiation-ready

Strategic Negotiating Brochure

Plan and prepare your teams

Negotiation Skills Capability Survey Brochure

Have you ever asked yourself how well your team or your organisation negotiates? The NSCS will benchmark your people against our assessment of best practice worldwide and give you a report to help you to understand strengths and development needs

Capability Survey Findings Report

During 2015, Scotwork developed a Negotiating Skills Capability Survey to tackle the question: “How well do my people negotiate?” We are now in a position to be able to say that we have one of the most comprehensive sets of researched data about negotiators and their own views of their capabilities, shortcomings and understanding of the negotiating process

Powerful Results

Key findings from Scotwork course participants, covering improved performance, financial return and personal benefits

The Negotiating Profile

Give your negotiators the power of self-improvement

Defence Specific ANS

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

Negotiation Refresher Workshop

Build and refine your repertoire of negotiation skills

Ebooks

Global Negotiation Skills Capability Report

This report provides the world’s most comprehensive insight into the skills developed and tactics employed in business communities around the world to trade and bargain for benefit. Respondents vary from the C-Suite to sales directors, heads of procurement and category buyers. They all negotiate regularly for their companies but are not professional negotiators.

Negotiating in Uncertain Times

Over the past months we have endured unprecedented disruption. This sequence of events has taken us from uncertainty to hyperuncertainty, a frozen state of mind that hinders normative behaviour. This eBook provides some strategic, tactical and skill-based ideas on how to negotiate more successfully in these hyperuncertain times.

Negotiating Begins at Home

To weather the crisis, we all need to stick together and work together. But, with all these new pressures, how do families and households stay co-operative and conflict-free? How do you and your cohabitants find a way to get what you want without raising hackles and kicking off a civil war? Applying a few negotiation skills may well be the answer. Here are seven easy ways to use negotiation technique to make lockdown life more tolerable for everyone.

Top Tips & Hints for Negotiating Virtually

We are confined to thinking about how we adapt our current means of negotiating to a new environment, so let’s turn the whole thing inside out and think about how video conferencing platforms empower us to do things differently.

Negotiating via Email

While email is convenient and expedient, it’s fraught with peril for both skilled and unskilled negotiators alike. This eBook provides top tips on how to negotiate via email.

Telephone Negotiations

Top tips on how to handle phone negotiations

Keep Sharp - Negotiation Skill Tips

Our negotiation skill tips are a distillation of, often, complex analysis into simple, practical, usable language and techniques designed to be relevant in the real world. This eBook is collection of top 10 skill tips for successful negotiation.

The Dirty Tricks of Negotiation and How to Spot Them

Negotiation can be hazardous. There are dozens of underhand tactics out there designed to wrest control and push you from the negotiating table empty-handed. Hard to detect, these dirty tricks can be ruthlessly effective. They can catch you off-guard and force you to concede again and again. Identifying and side-stepping these threats will help you keep control and secure a better deal.

The Dirty Tricks of Negotiation and How to Spot Them 2

Every day Scotwork experts observe negotiation in action all over the world. Over 100,000 hours of deal-making analysis has exposed a minefield of sneaky tactics, ranging from the slightly questionable to the downright dirty. Dirty Tricks Volume 2 builds upon the popularity of Dirty Tricks Volume 1 and brings together 10 more of the most notorious negotiation tricks.

5 Tips for Negotiation Preparation

Need help with preparation? Here are 5 easy tips on how to prepare for negotiations.

10 Negotiation Dilemmas

Who goes first? Do I ask for what I want? Here is the list of 10 most common dilemmas faced by the negotiator.

10 Tips for Negotiating your Salary

Have you got a salary review coming up? Here are 10 top tips on how to negotiate your salary package.

10 Tips for the Negotiator Who Wants Answers

Having problems getting the information you need from the other party? Here are 10 tips on how to ask questions in negotiation.

Whitepapers

Dealing With Difficult People

Scotwork Australia
Download

Negotiation Is A Trading Process

Scotwork Australia
Download

Hope Is Not A Strategy

Scotwork Australia
Download

Videos

The Benefits of Scotwork Negotiation Skills Training

Nick Ford - Director, Global Client Operations at WPP

Scotwork Negotiating Essentials - Detailed Clip

 

 

Scotwork Essentials - Short Clip

Scotwork Preparation Tool Tutorial