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Published: Jan 12 , 2017
Author: Alan Smith

I was thinking, as one is tended to do, over the January period, of any goals I could do with having as we waltz into 2017. Eat well, exercise regularly, spend more time on my relationships are my clear life goals. Frankly ones that we all probably share. But from a negotiation perspective, which after all is what I teach and consult in for a living, what three things would help people less focused on this area than I, make a distinct and significant improvement in their negotiation outcomes...

Published: Jan 09 , 2014
Author: Alan Smith

New Year’s resolutions. We all do them. Although I have to say come March time they tend to have disappeared unlike the food belly that sadly gets a little bit bigger and more stubborn with each passing decade. So what’s the point? I guess they give us a little bit of focus for what should be important to us following a couple of weeks off from the ever spinning, ever faster treadmill that we call life...

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The Power of Adjournments

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 by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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