Insights

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.

Does your team understand what defines a "great" negotiation outcome for the organisation? Read our 9 key steps to the transformation process to becoming a negotiating organisation

Businesses everywhere are confronting demands for price increases from their customers and suppliers. In some cases, it is a question of survival. It is important therefore, to act quickly and get to the head of the queue. As such, here are some useful tips...

Price rises are the norm, and probably will be for the foreseeable future. Some requests for increases will be legitimate, many will be opportunistic. As the front-line defence, it is incumbent on supply and procurement managers to be ready. With this in mind, here are some of the key things to consider when preparing your defences against creeping costs...

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.

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.

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.

Top tips on how to handle phone negotiations

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.

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.

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.

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.

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

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

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