In the last year, two companies have announced the loss of a major customer. First it was Sigma Pharmaceuticals announcing… Read More →

At Scotwork we talk a great deal about picking up on ‘signals’ during negotiation. These signals are glimpses into the other parties areas of flexibility which usually come in the form of qualifying words, body language… Read More →

What a strange sight as we were driving along – there were flames licking out the door of a parked… Read More →

When asked about the secret of success, Woody Allen offered ‘turning up’.  Anyone who has preferred the comfort of warm… Read More →

If you are working as a team on a negotiation, it’s important to allocate team tasks to ensure your team… Read More →

There are many reasons why proposals get rejected, and it is our job as negotiators to surface and remove the… Read More →