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Published: Jan 23 , 2018
Author: Ben Byth

I was once again reminded that we sometimes work ourselves up into thinking conversations will ‘go worse’ or ‘be harder’ than they will. We spend hours thinking about what we might say in these difficult conversations and weeks postponing them. However, in my experience at least, they are typically not nearly as difficult as anticipated…in fact, they may turn out to be a complete non-event.

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Published: Jan 16 , 2018
Author: Ben Byth

Too often we fall into the trap of continuing to ‘argue to win’ when it clearly isn’t working. Don’t get me wrong, I like to win an argument, but continuously fighting a losing battle doesn’t serve any good purpose.

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Published: Dec 15 , 2017
Author: Ben Byth

Typically, end of year for companies is marked with people scrambling to reach targets. Sales people get desperate to cut deals and, in many industries, it is accepted that deals will become progressively better for buyers as the year end approaches. Indeed, often what a sales person might not have had authority to concede last month… becomes fair game after he, his boss or his boss’ boss decides that revenue is necessary. However, there are some risks for sales people who go down this path:

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Give It a Bash

I was once again reminded that we sometimes work ourselves up into thinking conversations will ‘go worse’ or ‘be harder’ than they will. We spend hours thinking about what we might say in these difficult conversations and weeks postponing them. However, in my experience at least, they are typically not nearly as difficult as anticipated…in fact, they may turn out to be a complete non-event.

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