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Published: Jan 09 , 2017
Author: Tyler Hall

I was recently running a number of breakfast masterclasses around Australia called “The Negotiating Games”. At the Adelaide session, as I was greeting arriving guests, I noticed coming up the hall a woman with a guide dog. Immediately my mind started racing. I was thinking; “how are we going to effectively communicate this session to someone who may be blind or visually impaired?”.

Published: May 27 , 2016
Author: Robin Copeland

I do not suppose that there is a perfect way of sacking someone. It is never nice and never easy – either for the manager doing the deed or indeed the victim.

Published: May 27 , 2016
Author: Tyler Hall

Probably my most difficult negotiations are with my toddler, let’s call her Miss C. Like most kids she knows what she wants, and is specific about what she wants, and won’t relent until she gets it. These attributes alone make her a formidable negotiating opponent.

Published: Apr 18 , 2016
Author: Stephen White

Confidence is one of the important attributes of a good negotiator. Many HR recruiters believe that this is an attribute they need to look for in those who will be conducting negotiations for the organisation (sales, marketing, procurement, Board level), so that testing for confidence as a personality trait is therefore very important.

Published: Oct 06 , 2015
Author: Tyler Hall

A friend who is the CFO at a major healthcare provider told me an interesting story. He received some advisory services from a well-known financial services company. The work was completed and the invoice came to his desk with an amount of $75k to be paid. He thought the sum was outrageous for the work done and decided he would not pay it and wait for them to call him to discuss it. 2 years later there was still no phone call so the $75k was accrued...

Published: Sep 18 , 2015
Author: Simon Letchford

In 1978, US President Jimmy Carter brokered the first peace agreement between Egypt and a free Jewish nation in over 2,000 years. If email had been widely available, do you think he could have used it to save everyone 13 days at Camp David? Many clients ask me whether they should negotiate by email, expecting me to say no. My answer is always the same – “Absolutely. Sometimes.” Here are some trade-offs to consider before you press SEND.

Published: Jan 13 , 2015
Author: keith stacey

It may sound slightly unhygienic but it is far better than putting your foot in it! You may also find that you become a better negotiator as a result. Our ability to communicate defines us as a highly evolved species. This ability has been fundamental to our evolution from nomadic hunter gatherers to knowledge workers in cyberspace. In fact, when you think of it the degree of planning, coordination and execution necessary to successfully hunt a woolly mammoth while avoiding being eaten by a sabre-toothed tiger is not that much of an evolutionary gap.

Latest Blog:

Dealing With Unskilled Negotiators

There is a misconception that when you are negotiating with someone who is not very skilled at the art of negotiation, you will get a better deal. In fact, it’s actually more difficult. Why? When you’re engaged with a counterparty who has poor negotiating skills you’re likely to encounter the following scenarios...

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