By Ben Byth | 12.10.17
It can’t be all about me!
I was recently in a negotiation where the issues were quite controversial and the conversation quickly became emotionally charged. Of…
Read the post
By Ben Byth | 26.09.17
How to Say Yes Without Eroding Value
While talking with a recent Scotwork participant who runs a small business, he reflected how much more comfortable he is…
Read the post
By Ben Byth | 12.09.17
Negotiating Lessons from “A Beautiful Mind”
Russell Crowe isn’t in the Scotwork database as an alumnus but he would have to be awarded honorary alumnus status…
Read the post
By Ben Byth | 28.08.17
7 Tips for Creating the Ultimate Negotiation Wish List
Are you using a wish list during your negotiations? Perhaps you’re aware of their use but not convinced of their…
Read the post
By Ben Byth | 16.08.17
Don’t Argue – Just Trade their Opinion
Have you ever been in a discussion where the other party has an opinion with which you do not agree or just doubt its…
Read the post
By Ben Byth | 28.07.17
The Cricket Dispute
Editor’s Note 07/08/2017: This post was originally published in July 2017 and has been updated for accuracy and comprehensiveness. Australia’s millionaire…
Read the post
By Ben Byth | 28.07.17
Are you blinded to good news by focusing on the bad?
Are you blinded to good news by focusing on the bad? Sometimes it is harder to spot the good news…
Read the post
By Ben Byth | 13.06.17
How Desperate Are You?
Desperation is a good look on the football field if you want to impress the coach. However, in negotiating there…
Read the post
By Ben Byth | 13.06.17
Greedy Deal
Late last week, while busily preparing our response for an RFQ, I was met with a series of interruptions from…
Read the post
By Ben Byth | 23.03.17
Omnibus or Blunderbuss
[image not found] Politician-“bashing” has become all too common. I do not want to add to the volume of criticism,…
Read the post By Ben Byth | 22.03.17
Welcome to my World
This is a valuable technique when faced with demands from the other party. It combines structuring their expectations with a…
Read the post By Ben Byth | 20.02.17
Dilemmas of a Negotiator – Part 1
There are a number of dilemmas we face as negotiators. In part 1, we firstly look at whether we should…
Read the post