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.

A SCOTWORK PODCAST

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 Shorter, Ann Allfrey and Siobhan Bermingham will provide listeners with practical strategies and inspiration. 

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Negotiation Podcast [Lp] (1)

A NEGOTIATION BOOK

Once upon a deal...

STORIES ABOUT WORK, LIFE AND NEGOTIATION

 

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

Book Cover Macro

Articles

What Are Cognitive Biases and How Can We Avoid Them in the Negotiation Process?
The Scotwork Team 29th August 2024

We often say that we have to approach things without bias. This is true across a range of activities and scenarios, from entering into negotiation with another party to simply moving through an introduction with someone. Though we might say that w...

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How to Write a Good Salary Negotiation Email
The Scotwork Team 29th August 2024

Negotiating via email is part and parcel of the skillset. It would be best if you could craft a tantalising offer or rebuttal as part of your menu of negotiation skills, and this should be expected of any member of the sales team.

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How to Close a Sale: 14 Sales Closing Techniques That Work
The Scotwork Team 29th August 2024

While the world of sales revolves around negotiation, negotiation skills alone are only part of the equation. From fear of change to the very last-minute objections, there are many factors that can derail what seemed like a done deal. If you wish...

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Contract Negotiation 101: How to Negotiate Contracts Successfully
The Scotwork Team 29th August 2024

Contract negotiations can be one of the most critical parts of the whole negotiation process. You have the bare bones of a deal on the table; both parties are hopefully willing and feel like their needs and interests have been met.

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eBooks

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
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Negotiation Is A Trading Process

Robin Copland
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Hope Is Not A Strategy

John McMillan
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Videos

Scotwork Negotiating Essentials - Detailed Clip

 

 

The Benefits of Scotwork Negotiation Skills Training

Nick Ford - Director, Global Client Operations at WPP

Scotwork Essentials - Short Clip

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