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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: Aug 21 , 2015
Author: Alan Smith

A few years ago I was talking to a guy at a dinner party and he, in the effort to engage in small talk, asked me what I did for a living. When I told him that I trained and consulted in the area of negotiation skills he was intrigued but also fairly dismissive. His view was that he never negotiated. He always got his own way by simply making an ultimatum. His view was that agreeing to negotiate was a sign of weakness and that when dealing with his suppliers he simply told them what they had to do and they did it, or he went elsewhere. I asked how that worked out for him....

Published: May 27 , 2014
Author: Alan Smith

Politicians who promise that the streets will be paved with gold and deliver nothing but cobbled cul-de-sacs, managers who claim that the future will be filled with bonuses and jam while delivering dry crust and the negotiator who offers a future filled with high volume orders and pulls them whilst pocketing the promotional bonus. Nothing offends the sensibility quite so much as the empty promise delivered with mind-boggling confidence. Not necessarily...

Latest Blog:

Do You Know What's Important to the Other Party?

Sometimes we find brilliant examples of good negotiation behaviour in the most unexpected places. A recent article in an online magazine aimed at airline enthusiasts caught my attention as it detailed some wonderfully creative negotiation behaviour. The story revolved around the ill-fated United Airlines 811 flight which blew a cargo door at 22,000 feet on its way from Honolulu to Auckland in February 1989...

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