By Ben Byth | 24.03.20
The Power of Yes in Negotiation
Many of life’s important lessons are counter-intuitive. Our natural reactions are the opposite of what is the right thing to…
Read the post
By Ben Byth | 17.03.20
The Ideal Size for a Negotiating Team
Negotiations – ‘Social Loafing’ at the Table? For high stakes negotiations, deciding on the number of people at the table…
Read the post
By Ben Byth | 10.03.20
The Big Impact of Small Things
The word ‘trivia’ derives from the Latin tri, meaning three, and via, road. The literal translation is – where the…
Read the post
By Ben Byth | 03.03.20
The Race Isn’t Over at the Finish Line
There is a reason so many athletes make it in the commercial world after they retire. The concepts and discipline they learn…
Read the post
By Ben Byth | 25.02.20
This is Not Going to Hurt
We have all heard these comforting words from a medical practitioner. Of course it ends up hurting like hell. You…
Read the post
By Ben Byth | 18.02.20
To Persuade or Negotiate? That is the Question!
So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments…
Read the post
By Ben Byth | 11.02.20
Negotiation is a Two Way Street
In a world where we have never been more connected, somehow it feels less personal. We are overloaded with new…
Read the post
By Ben Byth | 04.02.20
Reflections on Losing an Important Customer
In the last year, two companies have announced the loss of a major customer. First it was Sigma Pharmaceuticals announcing…
Read the post
By Ben Byth | 28.01.20
Reading Signals in Negotiation
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 the post
By Ben Byth | 21.01.20
Motivators to Negotiate
What a strange sight as we were driving along – there were flames licking out the door of a parked…
Read the post
By Ben Byth | 17.12.19
Turning Up and Tuning In
When asked about the secret of success, Woody Allen offered ‘turning up’. Anyone who has preferred the comfort of warm…
Read the post
By Ben Byth | 10.12.19
Who Should Lead Your Negotiations
If you are working as a team on a negotiation, it’s important to allocate team tasks to ensure your team…
Read the post