REAL-WORLD INSIGHTS

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Published: Apr 10 , 2019
Author: Stephen White

Everyone can relate to that devastating feeling when the brilliant presentation you intended to make goes horribly wrong. The symptoms are easy to spot - the audience fails to engage, the negotiating counter-party refuses to buy into the rationale, the boss is obviously underwhelmed. So surely we should have sympathy with Mrs May. Apparently, she was...

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Published: Mar 21 , 2019
Author: Stephen White

When Philip Green announced last week that his wife’s Arcadia Group, which includes Topshop and Miss Selfridge, is planning a restructure, many members of the public will have experienced a feeling of schadenfreude. But those who are in the front line of deals with Mr Green, particularly the landlords who own the stores which he leases throughout the land, will have sighed resignedly as yet another retailer threatens to ‘go under’ unless they play ball and reduce his rents.

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Published: Feb 07 , 2019
Author: Stephen White

Firstly a definition: Deception is an act or statement which misleads, hides the truth, or promotes a belief, concept, or idea that is not true. Commercial negotiators do it all the time, normally without qualms. Buyers imply that a rival supplier has offered a lower price than yours. Sellers indicate that their goods are in short supply. Sometimes the deception in negotiation works but often it is treated sceptically and as a result, trust is eroded between the parties, obviously not good in any relationship, long or short. So deception does matter.

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Stubborn! Me?

There is no doubt, and I am indebted to my colleague David Bannister, and the excellent work he has done to find the evidence for this, that most untrained negotiators are stubborn. Indeed, even without the evidence that Scotwork has amassed over the last 4 years by surveying over 3,000 negotiators, you could get a sense of it by looking at the behaviour of our very own Prime Minister and her intransigence over her plan for Brexit. Plan B is to repeat Plan A!

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