Thought Leadership

Explore our library of resources for helpful tips, deep-dive analysis and blue-sky thinking, all researched and authored by Scotwork’s negotiation experts. See below for a wide choice of hot topics, eBooks, whitepapers and videos.

Explore our library of resources for helpful tips, deep-dive analysis and blue-sky thinking, all researched and authored by Scotwork’s negotiation experts. See below for a wide choice of hot topics, eBooks, whitepapers and videos.


Deal Divas

A candid, sometimes serious, sometimes humorous podcast that aims to cover a wide range of negotiation-related topics, and our expert negotiators Annabel ShorterAnn Allfrey and Siobhan Bermingham will provide listeners with practical strategies and inspiration. 

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Negotiation Podcast [Lp] (1)


Once upon a deal...



Once Upon a Deal… is a collection of stories that reveal the principles of negotiation.

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What Is a Trial Close and How to Leverage It in Negotiation

The Scotwork Team 13th June 2024

If you don't usually work in sales, the term trial close might sound a bit foreign. Still, you might be surprised at how often we encounter trial closes in our daily lives. For example, when you are browsing in a shop, and a staff member asks if y...

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How to Overcome Cultural Barriers in Negotiation

The Scotwork Team 11th June 2024

In today's business world, you will likely negotiate with people from different cultures. Even within your home country, businesses may hire international negotiators who bring their cultural nuances to the negotiation table. Knowing how to navig...

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How to Ask for a Lower Price... Politely

The Scotwork Team 11th June 2024

We've all been there. You are sitting around the bargaining table, and you think you are finally getting somewhere, then the other party drops their offer, and it is... somewhat higher than you anticipated. What do you do? While you can laugh in...

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How to Open Negotiations

The Scotwork Team 21st May 2024

We talk a lot about how to negotiate through difficult discussions and either close deals or find alternatives that work for both parties. However, we rarely talk about the very start of crafting a deal. How do you open negotiations effectively?...

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Controversial Tales of the Unexpected

Earlier this year we asked Scotwork alumni and blog readers to give their responses to some negotiating dilemmas which involve controversial situations. We were interested in the ‘on the hoof’ decisions with an ethical dimension which we all have to make from time to time during a negotiation.

Negotiating in Uncertain Times

Over the past months we have endured unprecedented disruption. 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.

Understanding Negotiation 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.

5 Tips for Negotiation Preparation

Need help with preparation? Here are 5 easy tips on how to prepare for negotiations.

10 Negotiation Dilemmas

Who goes first? Do I ask for what I want? Here is the list of 10 most common dilemmas faced by the negotiator.

10 Tips for the Negotiator Who Wants Answers

Having problems getting the information you need from the other party? Here are 10 tips on how to ask questions in negotiation.

Negotiating via Email

While email is convenient and expedient, it’s fraught with peril for both skilled and unskilled negotiators alike. This eBook provides top tips on how to negotiate via email.

Telephone Negotiations

Top tips on how to handle phone negotiations

Top Tips & Hints for Negotiating Virtually

We are confined to thinking about how we adapt our current means of negotiating to a new environment, so let’s turn the whole thing inside out and think about how video conferencing platforms empower us to do things differently.

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.

The Dirty Tricks of Negotiation and How to Spot Them

Negotiation can be hazardous. There are dozens of underhand tactics out there designed to wrest control and push you from the negotiating table empty-handed. Hard to detect, these dirty tricks can be ruthlessly effective. They can catch you off-guard and force you to concede again and again. Identifying and side-stepping these threats will help you keep control and secure a better deal.

The Dirty Tricks of Negotiation and How to Spot Them 2

Every day Scotwork experts observe negotiation in action all over the world. Over 100,000 hours of deal-making analysis has exposed a minefield of sneaky tactics, ranging from the slightly questionable to the downright dirty. Dirty Tricks Volume 2 builds upon the popularity of Dirty Tricks Volume 1 and brings together 10 more of the most notorious negotiation tricks.

Insight Pieces

Dealing With Difficult People

Alan Smith

Negotiation Is A Trading Process

Robin Copland

Hope Is Not A Strategy

John McMillan


Scotwork Negotiating Essentials - Detailed Clip



The Benefits of Scotwork Negotiation Skills Training

Nick Ford - Director, Global Client Operations at WPP

Scotwork Essentials - Short Clip

Scotwork Preparation Tool Tutorial