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
By Ben Byth | 03.12.19
Stop Scuttling Your Own Proposals!
There are many reasons why proposals get rejected, and it is our job as negotiators to surface and remove the…
Read the post
By Ben Byth | 26.11.19
Build It Before You Need It
Many believe that it was a once in a hundred-year hurricane, Katrina that inundated New Orleans in 1996. The hurricane…
Read the post
By Ben Byth | 19.11.19
Dealing With Unskilled Negotiators
There is a misconception that when you are negotiating with someone who is not very skilled at the art of…
Read the post
By Ben Byth | 12.11.19
Don’t Assume It’s All About the Money When Negotiating!
A friend was working in a sales role and was pretty comfortable with his lot in life. He was hitting…
Read the post
By Ben Byth | 05.11.19
The Limits to Memory
How many times have you gone to the supermarket to buy a short list of items? A list that you…
Read the post
By Ben Byth | 22.10.19
A Rental Negotiation
The real estate agent contacted me to let me know that my lease was up for renewal in a month’s…
Read the post