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Published: Oct 30 , 2015
Author: Stephen White

It is fashionable for radicals to kick against the political establishment... Similarly it is fashionable for journalists to kick big business. Starbucks for avoiding tax, VW for tucking-up consumers, Tesco for manipulating their suppliers into unfavourable trade terms, and FIFA (yes, FIFA is first and foremost a business) for corrupt practices.

Published: May 22 , 2015
Author: Stephen White

A recent article in the New York Times has some food for thought for wise negotiators. The authors pose this question – How do you motivate people to do the right thing when the ‘market’ doesn’t work? Their context is the chronic shortage of water in California. This has now become so bad that new mandatory water-reduction regulations came into effect on April 1st. Most of these appear to concern communal water usage such as sprinklers on golf courses and cemeteries, and the replacement of community lawns with grasses which are more resistant to drought conditions. Private citizens are encouraged to improve water retention methods through a rebate scheme on new garden watering equipment, and new homes are subject to stricter regulations...

Published: Feb 06 , 2015
Author: Alan Smith

Get mad back? Not so sure. Couple of things have passed my desk this week that have prompted this blog. The first is something that happened to me on one of our Advancing Negotiation Skills courses. One of the participants was asking about how to deal with difficult people. I suspect we have all come across them in our lives be it work or personal. As usual to give myself time to ponder and consider a response, a kind of adjournment, I asked the rest of the group if they had any ideas...

Latest Blog:

Negotiating with Your Nemesis – Yourself!

You probably have numerous regular negotiations throughout the year - with both internal and strategic external parties. However, there’s someone you negotiate with more frequently - yourself! I believe there are two critical moments where we become our own worst enemy in a negotiation...

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