By Ben Byth | 14.03.23
Does Fair Still Matter in Negotiations?
Fair is a word we often associate with childhood; we try hard to make the world fair for young people…
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By Ben Byth | 07.03.23
Improving Negotiating Skills
“How can I negotiate successfully with teenagers?” is a common question asked on negotiation training courses! There is generally laughter…
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By Ben Byth | 28.02.23
The Anatomy of a Great Deal
Sometimes things just fall into place; we negotiate a great deal without really understanding the skills that we used or…
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By Ben Byth | 14.02.23
Negotiating When the Stakes are High
For many businesses most negotiations are effectively business as usual – the acquisition and sale of the goods and services…
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By Ben Byth | 07.02.23
Good Negotiators Don’t Do Stupid (Part 2)
In Part 1, you read about how good negotiators avoid traps and pitfalls in negotiations. One of the reasons they…
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By Ben Byth | 31.01.23
Good Negotiators Don’t Do Stupid (Part 1)
Management literature is littered with books extolling exceptional performance. ‘In Search of Excellence’, ‘Good to Great’, ‘The Exceptional Leader’, to…
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By Ben Byth | 24.01.23
Master Negotiators Build Relationships
In today’s business world, there seems to be little time to build relationships, yet people prefer to deal with those…
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By Ben Byth | 13.12.22
Don’t Defend the Indefensible!
Arriving at the airport for my 11pm redeye flight home, I was a little confused to see the lounge was…
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By Ben Byth | 06.12.22
Negotiation Skills Focus: Making Judgements
As a negotiator, how is your judgement? Some years ago an oil company undertook a series of site specific negotiations…
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By Ben Byth | 29.11.22
Negotiating Employee Engagement
Scotwork Partner Jared Bamford recently explored the current issue of ‘Quiet Qutting’, a phenomenon that is likely to, if not…
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By Ben Byth | 15.11.22
Reciprocity: The Gift that Keeps on Giving
Reciprocity is a lovely word to say; it sort of slides off the tongue and leaves a sweet aftertaste. While…
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By Ben Byth | 01.11.22
Why Negotiators Should ‘Show Their Hand’
The smoke-filled room pulses with tension and a small globe throws thin rays of light onto the card table below.…
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