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Published: Sep 24 , 2014
Author: Simon Letchford

Telling lies in a commercial negotiation is not only dangerous, it’s simply not necessary. But you don’t need me to tell you that – if you’ve ever discovered a lie from the other side, you’ll know how it tends to undermine your faith in everything else they have ever have told you.

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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Often, I’d Prefer Not to Negotiate

Often, I’d prefer not to negotiate... this may seem a strange choice for a blog title written by a negotiation consultant who works for a negotiation training and advisory company. So why then would I suggest that negotiation isn’t always the answer? Not everything is a negotiation! As a professional negotiator, I do of course practice what we preach at Scotwork – good negotiation preparation, asking questions, listening to the other party and understanding what is of value to them, looking for areas of flexibility, etc... All very important skills. However another important skill for any negotiator is the ability to recognise when to negotiate and when there may be a more suitable alternative to conflict.

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