By Ben Byth | 10.11.14
David and Goliath – the original “underdog” story?
David and Goliath has always been the traditional underdog story. The little shepherd boy slays the mighty warrior. The story…
Read the post By Ben Byth | 07.11.14
Yes, but… I have a strategy
Frequently people want to talk about their negotiating strategy. My immediate (if private) reaction to this is “oh dear!!” Negotiation…
Read the post By Ben Byth | 06.11.14
Betty Churcher gets her Surrealism exhibition
This charming anecdote provided to remind us that trading opportunities abound and it is only our failure recognize them that…
Read the post By Ben Byth | 31.10.14
Infallibility
There is a sweet story about a car mechanic who is fixing the engine of the car belonging to an…
Read the post By Ben Byth | 24.10.14
Business: Survival of the Nastiest?
There are three things that stick out for me from the new series of The Apprentice. The first is that at…
Read the post By Ben Byth | 21.10.14
Price vs value: the constant debate
Many Scotwork participants who sell confront the dilemma of meeting the market when a rival offers cheaper prices for apparently…
Read the post By Ben Byth | 10.10.14
Get Real About Emotions
We’ve all been trained to hide our emotions in a business environment—especially during negotiation. Keep your emotions out of negotiations…
Read the post By Ben Byth | 10.10.14
Complicated Games
This week the 2014 Nobel Prize for Economics was awarded to Professor Jean Tirole for his writings on the regulation…
Read the post By Ben Byth | 24.09.14
Do I Tell the Whole Truth?
Telling lies in a commercial negotiation is not only dangerous, it’s simply not necessary. But you don’t need me to…
Read the post By Ben Byth | 19.09.14
Why I Like Negotiating
Publishing this on the day the Scottish population votes on Independence, we are no different from any of the other…
Read the post By Ben Byth | 12.09.14
Time Is Running Out
On 18 September voters in Scotland will be asked the Yes/No question: “Should Scotland be an independent country?” The final…
Read the post By Ben Byth | 05.09.14
How Do You Read It?
I am a big fan of the Kindle. It is convenient, easy to read at night, can carry lots of…
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