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Published: Dec 21 , 2017
Author: Stephen White

Knowing what you can and can’t do legally, morally, ethically and pragmatically is a vital element of preparation for a negotiation. Deals regularly collapse because the small print contravenes some statute or another, or goes beyond the authority of the signatories. You may think...

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Published: Dec 22 , 2016
Author: Alan Smith

Well it’s nearly here. The time of year when even the hardest nosed of commercial creatures switch off for the season. At Scotwork we are no different. We are putting away our planning tools, our diagnostic apps, our value creation engines and negotiation logs.

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Published: Dec 15 , 2016
Author: Robin Copland

You know, it’s not all sweetness and light in Lapland. People think (and to be fair, why shouldn’t they?), that all the work takes place on 24th December. Santa gets on his sledge and travels the world distributing largesse hither and thither. No one ever asks though what happens for the rest of the year. What – do they think that this mammoth distribution happens by magic? Well, I’ll admit that there is a bit of the magical and mystical about the whole operation; the reindeer-drawn sledge, for example, is a bit of a mystery, but for the rest – well, we’re talking slickness and speed and management of change and… But I’m ahead of myself...

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Published: Dec 22 , 2015
Author: Simon Kelland

Most "negotiations" with retailers are simple haggles; you don't need to deal with them and they don't need to sell to you so it's simply a case of trying to get the maximum discount in a one off sale. Not a lot of skill needed to do haggle other than doing a bit of homework on the market so you know what a good price looks like, having the courage to propose the price you're prepared to pay and the fortitude to walk away if you can't get a deal (assuming you have the time and energy to go down the street to another retailer to do it all over again)...

Published: Dec 18 , 2014
Author: The Scotwork Team

On Christmas Day 1914 the guns fell silent on no mans land. English, Irish, Welsh and Scottish Soldiers emerged from their trenches to meet the German enemy to shake hands and exchange gifts. Despite that only hours previously they had been involved in a vicious and unrelenting exchange of bullets, they engaged in an improvised and good humored football match on the battlefields, Germany V Great Britain. Germany it is rumored won 3 – 2. Did it happen? And why?...

Published: Jan 06 , 2012
Author: Alan Smith

The Christmas tree is hardly dethroned, the last mince pie still to be eaten and the coffee creams the only sweets left when the whole world seems to have shifted on it’s slightly larger and wobblier access. Pre Christmas it is all cookery programmes on TV, focusing on sweets, cakes and bakery. January the 1st arrives and FatBusters, The Biggest Loser and Get Healthy with Gino all hit the screen to fuel our disappointment with ourselves for the gluttony and monumental weakness of our seasonal selves...

Latest Blog:

The New Front Line – Negotiating at Home

I love being at home. I love being with my family. But ALL day, EVERY day? And then I reflected that one of the most important things we teach as professional negotiators is to ask questions, good questions, and then most critically, listen to the answers. In fact, the ability to listen is probably the ultimate negotiator's asset!

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