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Published: Sep 24 , 2014
Author: Simon Letchford

Telling lies in a commercial negotiation is not only dangerous, it’s simply not necessary. But you don’t need me to tell you that – if you’ve ever discovered a lie from the other side, you’ll know how it tends to undermine your faith in everything else they have ever have told you.

Published: Aug 08 , 2013
Author: Robin Copland

Moscow's Sheremetyevo airport has, for the past month, played host to a pawn in the international diplomacy game, one Edward Snowden. Mr Snowden is a "whistle-blower" who, depending on your point of view, has courageously defended the rights of downtrodden untermensch the world over, or on the other hand has committed a treasonous offence so heinous as to be punishable by a lengthy spell behind bars - a spell so long that all kinds of keys may just as well be thrown down various drains.

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Be Specific With What You Want

You are out for a drink and the bartender asks you – “What would you like?” to which you reply “Guess!”. “Alright then” he says, “How about a red wine?”. You shake your head to this and say “No, that’s not what I want. Guess again.” After much back and forth, the bartender is justifiably irritated and through gritted teeth he tells you “I have other customers I need to serve, you look like someone who would enjoy a refreshing Sauvignon Blanc so I’ll pour you one of those. Enjoy your night.” This is a silly analogy to what I observe every week in most negotiations. Often there is a lack of specific disclosure as to what it is that the party wants or they take a long time to bring this information forward...

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