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Preventing Misunderstandings.jpg

Published: Mar 01 , 2018
Author: John Hopkins

One of the biggest frustrations we can face is that of being misunderstood. Or thinking that we have understood the other person only to discover that we had it all wrong-or did we? Maybe they just moved the goal posts! In negotiating, it’s crucial to ascertain that what you have ‘heard’ from the other party is what they have communicated, and at Scotwork we teach that there are some key ways of doing so...

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Published: Feb 08 , 2018
Author: John Hopkins

I appreciate that in an increasingly globalized world, the opportunity to be in the same room as the party with whom you are negotiating, or simply the commercial pressure to do so, is becoming increasingly rare. Sure, video conferencing has come a long way, but in my opinion there is no substitute for negotiating with a party in real time and in person. As this question keeps coming up, I have started to reflect more, both on my behaviour on the phone, and the importance of being ready to negotiate on the phone when the opportunity arises.

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The Ultimate Game Theory Strategy

‘The Prisoners’ Dilemma’ is a popular game theory example involving a two-person game of strategic interaction. One version is as follows. Two prisoners are accused of a crime. If one confesses and the other does not, the one who confesses will be released immediately and the other will spend 20 years in prison. If neither confesses, each will be held for only a few months. If both confess, they each spend 15 years in prison. This creates a paradox in decision analysis in which two individuals acting in their own self-interest do not produce the optimal outcome...

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