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.

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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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.

Articles

Negotiation in the US: What You Need to Know

The Scotwork Team 9th October 2024

In international business, it is inevitable that you will find yourself sitting across from American negotiators at some point. Knowing how Americans tend to operate and how you can leverage their societal and cultural quirks in your favour can he...

Why Should Your Team Try Negotiation Exercises? (With Examples)

The Scotwork Team 8th October 2024

Negotiation often appears to be an innate talent that many display naturally. The truth, however, is that negotiation is a skill that can be honed with training and tests. Like any other skills, some practitioners are naturals, while others need p...

Everything You Need to Know about Negotiation in the UK

The Scotwork Team 7th October 2024

Whether you are born and raised in the UK yourself, or you are from another country and find yourself sitting across the negotiating table from the British negotiators, you need to understand some of the nuances that come with this. Negotiations c...

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...

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.