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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: Sep 18 , 2015
Author: Simon Letchford

In 1978, US President Jimmy Carter brokered the first peace agreement between Egypt and a free Jewish nation in over 2,000 years. If email had been widely available, do you think he could have used it to save everyone 13 days at Camp David? Many clients ask me whether they should negotiate by email, expecting me to say no. My answer is always the same – “Absolutely. Sometimes.” Here are some trade-offs to consider before you press SEND.

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: Dec 12 , 2014
Author: Alan Smith

Who does the housework in your house? Seems this is a much bigger issue than you might think. Or maybe it is already a huge issue for you. I suspect it depends on who does it and whether you care. It certainly seems to cause significant conflict if the radio is to be believed.

Published: Dec 12 , 2013
Author: Alan Smith

Today’s friend is tomorrow’s foe in this dynamic and complex world. Barely a day goes by without mergers, acquisitions, take-overs (hostile or not) or promotions, that take the guy you were managing and makes him your boss. How do we best manage our relationships to get the most out of them in this constant flux?

Published: Oct 10 , 2013
Author: Mike Freedman

Before working with a powerful FMCG company in Europe I asked of the thousands of points of sale they have how many client relationships they lose every year to competing companies. The company proudly announced that last year they lost less than 1% annually to competition. I dared to suggest that 1% is probably not enough and that they need to lose more business. This did not deter them from working with us and here’s why...

Published: Sep 26 , 2013
Author: Alan Smith

Being nasty has no place in my view in life or business, not only because it is wrong, it also makes bad sense. Treading gently does not mean being soft, but it does mean having integrity.

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...

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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