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What does the other party want in negotiation.jpeg

Published: Mar 31 , 2020
Author: Keith Stacey

A fable for all negotiators... A wealthy businessman owned a large estate on a headland overlooking a harbour. The headland divided two popular beaches. The boundary of the headland was an unfenced twenty metre cliff face. A narrow pathway around the cliff edge connected the two beaches...

The Power of Yes in Negotiation.jpg

Published: Mar 24 , 2020
Author: Keith Stacey

Many of life’s important lessons are counter-intuitive. Our natural reactions are the opposite of what is the right thing to do. Some examples: If your car begins to slide the instinctive is to correct the slide by steering in the other direction. This further imbalances the car and makes the slide worse. A skilled driver steers into the slide and gains control of the car before steering where it should be going. Watch any rally driver on a dirt road steer round a sharp corner and you will see the skill in practice...

Idea Size for a Negotiating Team.jpg

Published: Mar 17 , 2020
Author: Keith Stacey

For high stakes negotiations, deciding on the number of people at the table is an important part of planning. The answer lies somewhere in between the old adages, ‘two heads are better than one’ and ‘too many cooks spoil the broth’...

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What Does the Other Party Want?

A fable for all negotiators... A wealthy businessman owned a large estate on a headland overlooking a harbour. The headland divided two popular beaches. The boundary of the headland was an unfenced twenty metre cliff face. A narrow pathway around the cliff edge connected the two beaches...

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