By Ben Byth | 02.11.17
5 Tips for Creating a Solid Negotiation Concession List
We recently shared with you our Top 7 Tips for Creating the Ultimate Wishlist. The flipside of developing an effective…
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By Ben Byth | 26.10.17
When Rewarding Bad Behaviour is the Best Course of Action
I’ve been struggling with a “new face” on one of my clients who has recently been displaying some very challenging…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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,…
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