REAL-WORLD INSIGHTS

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Published: Jan 09 , 2017
Author: Tyler Hall

I was recently running a number of breakfast masterclasses around Australia called “The Negotiating Games”. At the Adelaide session, as I was greeting arriving guests, I noticed coming up the hall a woman with a guide dog. Immediately my mind started racing. I was thinking; “how are we going to effectively communicate this session to someone who may be blind or visually impaired?”.

Published: Nov 10 , 2014
Author: Scotwork New Zealand

David and Goliath has always been the traditional underdog story. The little shepherd boy slays the mighty warrior. The story has inspired many negotiators throughout the years to "have a go" but could there be another explanation as to how David won? Should we really be feeling sorry for Goliath? What are the real lessons for negotiators here? Watch Malcolm Gladwell's TED talk and take note of the lessons below.

Published: May 02 , 2014
Author: Stephen White

During the Pistorius trial I happened to spend some time with a friend who is a judge. I asked him if over his 30 years of experience he had developed a sense of who was telling the truth, particularly important when the outcome of a court case between a plaintiff and a defendant at war depended on which version of events the judge believed because there were no witnesses. Yes, he said, you do get a feel for it; it’s not infallible but you usually know who is telling the truth...

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This is Not Going to Hurt

We have all heard these comforting words from a medical practitioner. Of course it ends up hurting like hell. You understand that what they should have said is, “This is not going to hurt me.” The words intended to comfort, structure expectations in the wrong direction and a special trust has been breached. The issue of pain is not often mentioned in negotiations, but is often felt. Each time we make a concession, fail to achieve an objective or an agreement the pain becomes evident...

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