RESOURCES

Get a helping hand from the experts. Explore some of the thornier negotiation issues in our white papers. Find out more about Scotwork’s negotiation courses in our brochures. Or check out our top tips for more successful negotiation.

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NEGOTIATION eBOOKS

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The Dirty Tricks of Negotiation

Dirty tricks take away your control. They put you on the back foot. And can quickly turn you into a powerless negotiator. But rest assured. After 100,000 hours of watching negotiators in action, Scotwork has identified 10 of the dirtiest tricks in the book and put them (where else) in a book.

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Understanding Negotiating Power

Power is critical to any negotiation. Take control of the power balance and you are empowered to turn any negotiation to your advantage and secure the best deal. This e-book gives negotiators of all abilities essential insights into the nature and use of negotiating power.

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Negotiating in Uncertain Times

Over the last 18 months we have endured unprecedented disruption: the rise of Donald Trump, fallout from the Brexit vote and terrorist attacks increasing in number and deadliness. This sequence of events has taken us from uncertainty to hyperuncertainty, a frozen state of mind that hinders normative behaviour. This ebook provides some strategic, tactical and skill-based ideas on how to negotiate more successfully in these hyperuncertain times.

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The Dirty Tricks of Negotiation - Volume 2

Dirty tricks take away your control. They put you on the back foot. And can quickly turn you into a powerless negotiator. But rest assured. After 100,000 hours of watching negotiators in action, Scotwork has identified 10 dirtier tricks. ‘The Dirty Tricks of Negotiation and How to Spot Them - Volume 2’ is an unmissable read to help you spot and side-step some of the world’s most underhand negotiating tactics.

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Keep Sharp - Negotiation Skill Tips

Our negotiation skill tips are a distillation of, often, complex analysis into simple, practical, usable language and techniques designed to be relevant in the real world. This eBook is collection of top 10 skill tips for successful negotiation.

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The Real Deal

Read our musings on the issues of the day, the ones that have captured our imaginations and the ones that we feel could benefit from the art of negotiation.

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The Truth About Lying

Take control of the trust in your negotiating relationships and you are empowered to turn any negotiation to your advantage and secure the best deal. This eBook gives negotiators of all abilities essential insights into the nature and use of lying, how you can weed it out of your negotiating relationships and build trust.

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The Power of You

Self-Control is one of the negotiators most powerful assets. As a negotiator, you are subject to cognitive biases that, left unchecked, create self-limiting barriers. We call them “Gates” and they can skew your decision making, reduce creativity and blinker your options. This eBook gives negotiators of all abilities insights into their “Gates”, how they can overcome them and use their newfound Self-Control to do great deals and build strategic relationships.

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Global Negotiation Skills Capability Report

This report provides the world’s most comprehensive insight into the skills developed and tactics employed in business communities around the world to trade and bargain for benefit. Respondents vary from the C-Suite to sales directors, heads of procurement and category buyers. They all negotiate regularly for their companies but are not professional negotiators.

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Negotiating Begins at Home

To weather the crisis, we all need to stick together and work together. But, with all these new pressures, how do families and households stay co-operative and conflict-free? How do you and your cohabitants find a way to get what you want without raising hackles and kicking off a civil war? Applying a few negotiation skills may well be the answer. Here are seven easy ways to use negotiation technique to make lockdown life more tolerable for everyone.

7 Deadly Sins of Negotiation Preparation

Stephen White - Chairman, Scotwork

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