Over the last 12 months we have endured unprecedented disruption: updates to banking regulation as a result of the Royal Commission into Misconduct, digital transformation and pressures relating to cybersecurity and data privacy, climate change made real by the 2019/2020 bush fires season, the resurgence of Putin’s Russia as a dominant player in the Middle East, and now the sweeping and apparently unstoppable force of the coronavirus and the COVID-19 illness it causes.

This sequence of so many catastrophic events has taken us beyond the usual cycle of uncertainty and into a new age of hyperuncertainty, a frozen state of mind that prevents or hinders normative behaviour. How then should negotiators deal with this new and threatening status quo?

This eBook analyses the issue of negotiating uncertainty and offers some ideas for best practice.


Sign up for a Scotwork open negotiation course and become a stronger deal-maker. Join our expert negotiation skills tutors and a mix of participants from diverse backgrounds. Get a taste of real-world negotiation in live, interactive workshops. Check out the dates for our next open negotiation skills course.

Course Start date End Date Location Sign up
ANS 18/08/2020 20/08/2020 SYDNEY
ANS 24/08/2020 28/08/2020 ONLINE
ANS 14/09/2020 18/09/2020 DEFENCE-ONLINE
ANS 15/09/2020 17/09/2020 BRISBANE
ANS 22/09/2020 24/09/2020 BRISBANE
ANS 22/09/2020 24/09/2020 HOBART
Negotiation Preparation Tips

Debbie Spurgeon - Senior Consultant at Scotwork

Latest Blog:

Tips and Considerations for Negotiating Virtually: Part Two

Negotiating over a webcam is not the same as face to face. Our overall advice is to slow the pace down, be deliberate with the words and information you provide and be concise. The main game here is to convey the relevant information to get the point across. If the software you’re using has screen sharing capabilities, take advantage of this and use this to demonstrate the relevant information!

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