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Published: Sep 25 , 2015
Author: Romana Henry

I go running regularly with a good friend and neighbour who happens to be a criminal defence lawyer. She is married to another lawyer who works in property and estate settlement etc. On our runs, we exchange tips and advice. She tells me how expensive it would be to divorce my husband, why I shouldn’t run a red light, and why helping my 17 year old daughter to obtain fake I.D. to get into pubs really isn’t a good idea. Why I really must make a will soon, when to put my house on the market, and what home improvements not to bother with. In exchange I tell her how to get a better deal in her various negotiations...

Published: Aug 07 , 2015
Author: Mike Freedman

I was recently invited to teach at a company that purchases the debts of financial institutions and then pursues the people that owe the money. This company buys the debts through a tender process and they then present the debtors with the facts about the law and the unpleasant consequences of non-payment. They called Scotwork because they wanted to improve their negotiations with debtors. They said that they were talking to a number of companies who had issued quotations to them for negotiation training. I told them as politely as possible that they were wasting their money...

Published: Feb 27 , 2014
Author: Stephen White

Just how good are we at persuasion? How gullible are you as a negotiator? Not very, you will probably tell me. You do your prep, you check the facts, you are streetwise, and you can normally see a scam or a piece of B/S coming and react accordingly. Our propensity to believe the unbelievable is enhanced by a world which is increasingly intrinsically unbelievable...

Published: Oct 17 , 2013
Author: Stephen White

The Oxford English Dictionary defines charm as ‘the power or quality of delighting, attracting, or fascinating others’. It is a word which has been much used recently about the newly elected Iranian President Hassan Rouhani, in particular in connection with the speech he made to the United Nations General Assembly on September 24th. It is difficult to know how much the world’s perception of his charm is actually a reflection on the lack of this same quality in his predecessor Mahmoud Ahmadinejad...

Published: Aug 29 , 2013
Author: Mike Freedman

When we ask people to define negotiation on the Scotwork pre-course paperwork, purchasing people very often refer to “finding a middle road” or “common ground”. They deal every day with variables about which they and the people across the table feel differently and what they really mean is “let’s split the difference”. Sales people however refer to “persuasion” often as their all encompassing definition of negotiation. This persuasion they see as a unilateral process of changing the view of the other party in order to have them accept their offer or opinion. Salespeople often consider this to be an essential fundamental skill of their trade.

Latest Blog:

To Persuade or Negotiate? That is the Question!

So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments with two types of dialogue - persuasive dialogue and negotiating dialogue. Persuasive dialogue is telling, selling, influencing and arguing to win. Negotiating dialogue is trying to discover the positions, constraints and priorities of the other party and also disclosing your own. We are trying to gain understanding in order to then trade on issues. So should I persuade or negotiate?...

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