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

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

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

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

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

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