I’m an old softy, so Scotwork’s advocacy for being a collaborative negotiator sits comfortably with me. But I’m also a… Read More →

One of the advantages of learning the art of negotiation, is that a whole range of unexpected negotiating opportunities materialise. … Read More →

As negotiators we often focus on our issues, to the exclusion of trying to understand the other party’s objectives. This… Read More →

The other day I was setting up a room, ready to lead a negotiating course in Brisbane and a smartly… Read More →

We had walked in from the cold, down a winding stairwell to a warm, inviting dining room in central Adelaide. We… Read More →

Negotiations can be divided into two broad categories: one-off transactions and long-term commitments. If it is the latter, then a… Read More →