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: Sep 20 , 2018
Author: Ben Byth

We are always thrilled to hear when clients tell us about how they have used specific things they learned from us. One of my clients called last week to say she was getting some success around raising prices. One of the big challenges with raising pricing is...

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Published: Sep 06 , 2018
Author: Stephen White

Undoubtedly the question Scotwork consultants are asked most by clients and course participants is ‘How do I deal with a negotiator bully at work?’. More on that another time. The second most common question – ‘How do I get a better deal when going for a new job or a promotion?’ was brought to mind by an interview to be aired by the BBC next week with Lord Mervyn King. In preview excerpts, he asserts that the UK Government has been incompetent in the Brexit negotiations and that “a government that cannot take action to prevent some of these catastrophic outcomes (such as a shortage of medicines and food if there is a ‘No Deal’ result) illustrates a whole lack of preparation”. What is the connection?

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Published: Jun 07 , 2018
Author: Stephen White

Some years ago, I inherited from an elderly uncle a scruffy handwritten family tree of my father’s forebears. Intrigued and interested I did some research and expanded it, including my mother’s family, and then my wife’s family. When the technology became available I used a web-based programme to put it online and make it accessible to others. As a result, distant relatives I didn’t know existed contacted me and the tree grew even taller and wider. Genealogy had turned into one of my hobbies. In this endeavour...

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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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