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Published: Nov 29 , 2013
Author: Alan Smith

Deciding to slow down a project or negotiation may be very much in your interest. Particularly if the outcome may be uncertain or if a little longer in deliberation may improve your decision-making ability or give you more power to do a better deal...

Published: Nov 14 , 2013
Author: Stephen White

After the failure, albeit perhaps temporarily, of the negotiations in Geneva last weekend between the Iranian Foreign Minister and representatives of the superpowers over the future of Iran’s nuclear ambitions, US Secretary of State John Kerry gave an interview to the BBC. The transcript can be found here . My interest was drawn to this extract...

Published: Oct 31 , 2013
Author: Mike Freedman

Like most sales people I talk about value first and price last. This week was no exception. My prospective client was considering courses for the company’s purchasing managers. The meeting was going very well, and when the quotation was requested I announced the total price for our three-day negotiating skills course upon which my much-interested prospective client asked…"is that the cost per day?" As you can imagine several thoughts went through my head all at once but I couldn't resist the role of the trainer...

Published: Sep 12 , 2013
Author: Keith Stacey

Sportsmen and women choke but apparently poker players "tilt". I came across this term in Nate Silver's excellent book the Signal and the Noise. Tilting is defined as over aggressive play brought on by a lack of perspective, or playing without discipline. A number of tilts are listed and could just as easily apply to negotiating.

Published: Sep 09 , 2013
Author: Simon Letchford

I’ve always found it fascinating how many people who attend our negotiating skills training talk about how the techniques that work in the workplace have worked at home as well. There are, however, a few pitfalls for those who want to hone their negotiating skills in the kitchen, so I thought that I’d share a few domestic do's and don'ts, mostly learned the hard way...

Published: Aug 22 , 2013
Author: John McMillan

It is said that the two happiest times in a sailor's life are the day they buy a boat and the day they sell their boat. I have a third occasion which beats even these...

Published: Aug 01 , 2013
Author: Stephen White

Do the Middle East negotiators have the skills to succeed? As talks begin in Washington between Israeli and Palestinian representatives - talks which both sides have described as negotiations - it is worthwhile considering their chances of success over the next nine months which is the time-frame they have given themselves. Past experience gives us little hope. The Oslo Accords and the Camp David Summit were both trumpeted as great opportunities, and both ultimately failed. There has been little talk between the parties since, at least in public. Is this because the Middle East problem is inherently insoluble, or because the capabilities of the parties are inadequate?

Published: Jul 18 , 2013
Author: Alan Smith

Earlier this month a Chinese sky lantern lit up the Jayplus recycling unit in Smethwick, near burning Birmingham. The resulting inferno was visible from 80 miles away and damages were reported to cost £6 million. As well as this, there was a significant risk shouldered by the heroic fire service managing the disaster. While it is true that we may not always be able to anticipate the end results of our actions, this does not mean that we should not even try.

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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