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Published: Apr 26 , 2018
Author: Apostolos Korlos

Finishing a Marathon is a life’s dream for a runner. Thousands of amateur athletes live for the moment of crossing the finishing line of one of the hundreds of marathons organized around the world. The marathon, as any other demanding competition, requires serious and long-term preparation and specialized assistance from experts. Below are some of the most useful tips to finish a marathon and how these can help a negotiator in his work. 1. "Know your route. Find out every kilometer, every hill, every downhill " Take...

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Published: Mar 29 , 2018
Author: Tom Feinson

Don’t ask me how but I managed to acquire a reader subscription account to the Financial Times recently. As a result; I thought I should check it out. To be honest, most of it is above my head but I did notice an article on the two leaders of the Brexit negotiations, Michel Barnier & David Davies. This seemed more like home territory for me. One thing that stood out was...

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Published: Mar 08 , 2018
Author: Stephen White

It has taken me a month to catch up with the interview of Jordan Peterson by Cathy Newman of Channel 4 News. You can see it here. If you are entertained by intellectual enthusiasm and combative journalism it will be well worth half an hour of your time. Jordan Peterson is the controversial Professor of Psychology at the University of Toronto. After...

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Published: Feb 08 , 2018
Author: John McMillan

A woman, let’s call her April June, knocks on a neighbour’s front door; let’s call her Angel Merkin. “Yes,” says Ms Merkin, “what do you want?”...

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Published: Feb 01 , 2018
Author: Robin Copland

Most negotiations are more complex than they appear. Even although, on the face of it, party A, the seller (as an example) is meeting party B (the buyer) in a simple transactional negotiation in which, hopefully, differences can be ironed out and traded away so that a deal is done, the truth of the matter is that it is much more complicated than that. The seller has...

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Published: Dec 14 , 2017
Author: Alan Smith

The maxim, “it ain’t over till it’s over” is a maxim because it's true. Fans of Queens Park Rangers were lambasted by their manager for leaving before the end, in their recent match against Brentford. At 2 – 0 down and into injury time, many of the QPR fans decided to leave Loftus Road and missed what makes sport remarkable, 2 late goals from QPR bringing home a draw from their local rivals. Ian Holloway, the QPR manager said, "I was disappointed with our fans, I'd like to say. You should have stayed. You might not have missed your last bus, but you missed a treat. For me, it feels like a win, for them it probably feels like a defeat.”

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Published: Sep 07 , 2017
Author: Alan Smith

I am occasionally asked the question about who would ‘win’ in a negotiation between a professional negotiator or a gifted amateur. Whilst the concept of a “win” in negotiation is different (an ideal situation, unlike in a fight is where both parties can at least claim some degree of victory) and the relative power and alternatives of the two parties have a lot to play in the outcome. The reality is that the more comfortable that the negotiator is in that environment and the greater the skill set...

Published: Jul 04 , 2013
Author: Alan Smith

George North is a big man. Currently on tour in Australia with the British and Irish Lions, North stands at 6 feet 4 inches and weighs in at 240 lbs. That is over 17 stones in old money, as my mother would say. He is also only 21 years old and a prodigious rugby talent. In the first test he scored a phenomenal individual try and in the second a thunderous tackle that sent the Wallaby Israel Folau back several meters......

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Savage and Goliath

I have gone from screaming rage to smug and calm in 24 hours. And I am glowing from what feels like a moral victory. But actually, what I have achieved is simply fairness. My adversary has not so much submitted, as seen a situation through a different lens, and shown some humility. My prize? An apology and £57.67 back. That’s all. The trophy though has been extricated from the UK’s largest utility company (not that I should name names), a £28 billion+ UK based company no less. This is no silver bullet for taking on the big guys, the Goliaths of this world. But there is a lesson or two to consider, to improve your chances, that we teach on our negotiation skills courses.

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