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Negotiation this is not going to hurt.jpeg

Published: Feb 25 , 2020
Author: Keith Stacey

We have all heard these comforting words from a medical practitioner. Of course it ends up hurting like hell. You understand that what they should have said is, “This is not going to hurt me.” The words intended to comfort, structure expectations in the wrong direction and a special trust has been breached. The issue of pain is not often mentioned in negotiations, but is often felt. Each time we make a concession, fail to achieve an objective or an agreement the pain becomes evident...

Negotiation Lessons and Reflections on Losing an Important Customer.jpg

Published: Feb 04 , 2020
Author: Keith Stacey

In the last year, two companies have announced the loss of a major customer. First it was Sigma Pharmaceuticals announcing the loss of Chemist Wharehouse and then it was Wagners announcing the loss of Boral as a customer. The loss of revenue and profit for both firms were significant. While I lack the specific details to comment on each of these cases, I’d like to explore with you, the general circumstances where such a loss occurs...

Turning up and tuning in to negotiations.jpg

Published: Dec 17 , 2019
Author: Keith Stacey

When asked about the secret of success, Woody Allen offered ‘turning up’. Anyone who has preferred the comfort of warm bed to the rigours of a boot-camp knows the truth in this simple statement. In a similar vein, Jerry Seinfeld said that ‘paying attention’ was a key element; so simple and yet easily overlooked in our 24/7 networked world. The constant connectivity and the blurring of the distinctions between work and play place new demands on our time and attention. And now a new threat has emerged to our ability to turn up and pay attention...

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This is Not Going to Hurt

We have all heard these comforting words from a medical practitioner. Of course it ends up hurting like hell. You understand that what they should have said is, “This is not going to hurt me.” The words intended to comfort, structure expectations in the wrong direction and a special trust has been breached. The issue of pain is not often mentioned in negotiations, but is often felt. Each time we make a concession, fail to achieve an objective or an agreement the pain becomes evident...

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