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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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