REAL-WORLD INSIGHTS

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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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Published: Dec 06 , 2018
Author: Alan Smith

Despite Facebook telling me I’m a genius because I know what “fastidious” means (it also told me I’m a dead ringer for Justin Timberlake, much to my kids’ amusement), I absolutely recognise my limitations. One of those is that I am...

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Published: Nov 08 , 2018
Author: David Bannister

I wonder if, like me, you have recently followed the story of a shoplifter who stole a tray of cans of beer from a supermarket. This was no ordinary shoplifter, he looked like the actor David Schwimmer and his CCTV photograph was shown widely in the media. David Schwimmer showed his sense of humour by posting his own photograph on social media showing him clutching a similar looking tray of beers and taking a furtive look at a shop camera. This reminded me of...

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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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