By Ben Byth | 03.05.22
The Art of De-Escalation: When Should We Back-Down
A while ago I was engaged in a favourite hobby, back-country hiking with a group of friends, when a scenario…
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By Ben Byth | 26.04.22
What To Do With a Tuna Sandwich
A friend emerged from a bakery carrying a small packet of mixed sandwiches – you know, the sort they give…
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By Ben Byth | 19.04.22
Anger In Negotiations – The Unwelcome Ingredient
About 15 years ago I was involved in a strategic negotiation between a supplier and their customer, where the contracted…
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By Ben Byth | 12.04.22
Perils of Complacency in Long-Term Negotiating Relationships
There are many circumstances in business where two seemingly independent entities are in practice mutually inter-dependant. Inter-dependence may arise in…
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By Ben Byth | 05.04.22
Don’t Leave Price Till Last
Having worked on thousands of deals, I’ve often seen that the most difficult issues are left till last, and it’s normally…
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By Ben Byth | 29.03.22
The Importance of Relationship
People can be amazingly generous with their effort. I ran into a client boarding a short flight from Brisbane to…
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By Ben Byth | 15.03.22
Would You Get a Goldfish to Design a Submarine?
Would you get a goldfish to design a submarine? Such a ridiculous question and yet, research undertaken by Microsoft indicates…
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By Ben Byth | 08.03.22
A Busted Business Model?
The business model of large developers has traditionally run something like this: Secure a development site and gain necessary planning…
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By Ben Byth | 01.03.22
Use It or Lose It – The Value of Incumbency
The day started well on a glassy sea and enough fish biting to guarantee a meal or two. Then I…
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By Ben Byth | 22.02.22
What’s in a Name?
We are surrounded by competing signage on billboards, buildings and particularly on all types of vehicles from buses to mopeds.…
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By Ben Byth | 08.02.22
What is the Objective?
At Scotwork, we champion the importance of understanding and knowing your objectives ahead of any negotiation. Your objectives then drive…
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By Ben Byth | 02.02.22
Using Time as a Negotiation Variable
Happy Lunar New Year… This week I have had the pleasure of learning how some of our clients have been…
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