REAL-WORLD INSIGHTS

Get the latest views and opinion from some of the most experienced negotiation specialists.

SIGN UP TO OUR BLOG

We value your privacy. For more information please refer to our Privacy Policy.

Published: Jun 11 , 2015
Author: Keith Stacey

The most dangerous part of flying is take-off when a plane loses power. If this happens the instinctive reaction of the pilot will be to lift the nose of the plane and try to gain altitude. This response will lead to a stall and an out of control crash to the earth. A trained pilot however, will overcome instinct and drop the nose of the plane by pushing forward on the joystick. This will result in an increase in speed and the ability to control the aircraft...

Published: May 30 , 2014
Author: Stephen White

Until yesterday I thought that the bid by US pharma giant Pfizer for UK based pharma giant AstraZeneca was a flash-in-the-pan piece of opportunism. We first heard of the plan at the beginning of May, when an offer of £50 per share was tabled. The merger would create the largest pharmaceutical company in the world. It was based on two premises, firstly that AstraZeneca were weak because their product portfolio contained a number of high-profit drugs which were coming to the end of their patent protection, and with nothing much in the R&D cupboard to replace them, and secondly because it gave Pfizer an advantage by enabling them to move their head office to the UK and save loads of tax in an avoidance wheeze...

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...

Latest Blog:

Bringing The Other Party to the Negotiation Table

“No issue can be negotiated unless you first have the clout to compel negotiation.” Saul Alinsky One recent Saturday morning, I was lamenting on the state of my house. The first load of laundry was already on and I was halfway through stacking the dishwasher. But Mt Washmore loomed in the background and the various abandoned toys throughout the living area, dining and lounge room were reminiscent of a ninja warrior course – requiring one to step around, weave through and jump over when traversing through the rooms. My children were oblivious to the chaos of course – relaxing blissfully under a blanket on the lounge watching TV. Not a care in the world as I grumbled through my cleaning routine...

Latest Tweet:

Scotwork Negotiation Australia
Level 17 / Suite 2, 25 Bligh Street
Sydney
2000
Australia
02 9211 3999
info.au@scotwork.com
Follow us
Scotwork CPD 2020