Negotiation Skill Tips

Our skill tips are a distillation of, often, complex analysis into simple, practical, usable language and techniques designed to be relevant in the real world. They are not silver bullets and alone will not win the day but the insights driving them are used by the most effective negotiators in the world. If the negotiating challenge reflected in our previous tip resonated with you then; read on.

5 Tips for Improving Negotiation Dialogue


1) What don’t you know?

Spend time thinking through any gaps in your knowledge and prepare some questions to generate responses to fill them in.

2) What do you feel uncomfortable answering?

How are you going to deal with difficult questions? Don’t just hope they don’t get asked. If you are ready for them and have prepared appropriately you will be more in control.

3) What information are you going to share?

Information is power, but only when used appropriately, and at the right time. Plan what you want to reveal and when you will reveal it.

4) Be curious

If people are reluctant to answer direct questions or try to redirect or answer different questions, ask yourself why? When people give information or decide not to, they are still sending information. Be curious as to why?

5) Switch off your transmitter.

Dialogue suggests listening, so listen better, listen more and when you have listened a lot, listen a bit more. Two ears and one mouth use them in that proportion.

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DIGITAL TOOLS TO SHARPEN YOUR NEGOTIATION TRAINING

Complete one of our negotiation skills courses and qualify for Scotwork Alumni membership and free access to a suite of helpful digital tools:

  • Online Preparation Tool: enables easy-to-use, live collaboration with wish list/concession list libraries and built-in aids;

  • Negotiation Diagnostic Tool: provides specific advice about the status and nature of your negotiation;

  • Resource Library: includes a huge collection of useful course materials, white papers, eBooks, videos and Scotwork blog posts.

Look out for our new and improved digital toolbox to continue your negotiation training and fine-tune your negotiation skills.

The Benefits of Scotwork Negotiation Skills Training

Nick Ford - Director, Global Client Operations at WPP

Latest Blog:

Show up and throw up!

An evocative phrase that I heard in two different settings for the first time last week. It concerns the behaviour of salespeople who spend inordinate amounts of time in what is best described as rampant persuasion rather than try to understand what the customer wants. As you must know by now (if you are regular readers of this BLOG), Scotwork are absolute experts in the art of negotiation. We often describe negotiation as what happens when the selling (persuasion) stops.

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