Insights
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 ebooks, whitepapers, course brochures 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 ebooks, whitepapers, course brochures and videos.
Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days...
Most people I meet look for ways to achieve better results through negotiations. Using a college exam analogy, they want to move from, lets say, a 70% score to 90%. Negotiations are like an exam. Failure to prepare is preparing for failure! The p...
"I am not sure how else I can convince you of the benefits of this value proposition" - an exasperated Joseph - an Infrastructure leader with a leading IT firm- asked his Client Director - Tim- as they explored the benefits of moving the client's...
Imagine having to reach a destination when you know of only one route and that one is blocked! This is the situation that Arun – a Senior sales leader with a large MNC firm - was dealing with, as he spent many rounds negotiating with his client fo...
Nick Ford - Director, Global Client Operations at WPP