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. 

Find Out More
Negotiation Podcast [Lp] (1)


Once upon a deal...



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

Book Cover Macro


The Psychology of Negotiation

The Scotwork Team 23rd April 2024

Negotiation is a tricky business. At its heart, this is a discussion and the chance for two parties to come together with purpose. Negotiating involves many subtle skills, even in a purely professional and business setting. Good negotiators const...

Read more

7 Best Sales Training Games (And Why They Actually Work)

The Scotwork Team 23rd April 2024

All sales teams need to engage in regular training if they want to perform at the top of their abilities. Regular training can deliver insights into the best sales techniques, both old and new, and can also allow sales reps to put these tips and t...

Read more

How to Improve Negotiation Skills

The Scotwork Team 3rd April 2024

We all use negotiation skills, even if we are not involved in sales or closing deals for our businesses. Negotiation is a part of everyday life, and so learning these crucial skills can benefit us all. Like other skills, some people will have an...

Read more

What Is Procurement Negotiation?

The Scotwork Team 3rd April 2024

Procurement negotiation is one of the most important processes a negotiator might face. Not only does it represent the chance to forge relationships and deliver value to a company, but it can also give both parties the chance to put procurement ne...

Read more


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