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Published: Jul 17 , 2015
Author: Stephen White

Two negotiated deals of historic significance. One between Greece and the EU/Eurozone, the other between Iran and the P5+1. Both are hailed as a victory for diplomacy. Both are rubbish. Both are being derided and disowned in all quarters. Both are disintegrating as the ink dries. What do we learn?

Published: Feb 27 , 2015
Author: Yannis Dimarakis

Depending on his or her political persuasion, an observer may feel in a number of ways regarding the outcome of the negotiations between the recently elected Greek government and its European partners. So was the agreement a huge success, or was it a full capitulation of the Greek government? I believe that most of us would agree that it was neither...

Published: Feb 20 , 2015
Author: Yannis Dimarakis

As these lines are written, the negotiations between the Greek government and its Eurogroup partners are still under way. As the end result is not yet known (and probably will not be for some days) some mistakes of the Greek handling of the situation are already discernible. Here are three obvious mistakes I have selected to discuss in this article...

Published: Feb 13 , 2015
Author: Stephen White

A recent TV documentary (The Secret Life of 4 Year Olds) gave a fascinating insight into the way grown-ups work. The film makers fitted out a kindergarten classroom with hidden cameras, and then put a group of 4 year olds into the classroom to interact with each other, under the supervision of two expert teachers, and secretly watched by a group of child psychologists. Having identified some of the personality traits of the children, they were split into two groups and invited to build a pretend house out of cardboard boxes and then decorate it. The groups were pre-selected; one had the more dominant children in it, and one had the less dominant. They were told that the team which built the better house would be declared winners..

Latest Blog:

To Persuade or Negotiate? That is the Question!

So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments with two types of dialogue - persuasive dialogue and negotiating dialogue. Persuasive dialogue is telling, selling, influencing and arguing to win. Negotiating dialogue is trying to discover the positions, constraints and priorities of the other party and also disclosing your own. We are trying to gain understanding in order to then trade on issues. So should I persuade or negotiate?...

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