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Published: Jun 16 , 2016
Author: Sebastian Bacewicz

It’s common knowledge that being rude to people may not be the best way of achieving what you want. In fact, the effect of being rude will mostly achieve the very opposite: if you're rude to somebody, they're more than likely going to be rude right back to you, and certainly less likely to give you what you want. A resulting vicious circle of rudeness ensues, and a bad deal - or no deal at all – achieved in the end. New research conducted by the University of Florida suggests that an initial act of rudeness can cause a ripple effect where people who experienced rudeness are then more likely to be rude to other people, who then will be rude to others. In other words, rudeness can spread in a similar way to a virus...

Published: May 26 , 2016
Author: Robin Copland

I do not suppose that there is a perfect way of sacking someone. It is never nice and never easy – either for the manager doing the deed or indeed the victim. Neither, I suppose, is there is a perfect way of doing it badly, but if there is, then surely Manchester United plc has come pretty close in their handling of Louis van Gaal’s dismissal earlier this week. You could not have made it up as speculation mounted that Jose Mourinho, the self-styled “special one” was set to be named as van Gaal’s successor...

Published: Apr 21 , 2016
Author: Alan Smith

When I tell people what I do for a living, lots of people are intrigued, often they don’t really get what it is. I like to tell them that negotiation is the art of getting more of what you want, that seems to intrigue them more. Hopefully that turns into a business opportunity, tart that I am. Many others are appalled and feel intense sympathy for those around me and particularly my family and friends. But all of them think how exhausting and time consuming it must be to be constantly looking to negotiate a better deal in every relationship all of the time...

Published: Apr 14 , 2016
Author: Stephen White

Confidence is one of the important attributes of a good negotiator. Many HR recruiters believe that this is an attribute they need to look for in those who will be conducting negotiations for the organisation (sales, marketing, procurement, Board level), so that testing for confidence as a personality trait is therefore very important I might be splitting hairs but I would like to suggest that although self-confidence is important to good negotiated outcomes it is much more important to successful persuasion. Why is this important? – because when a persuasive argument succeeds then the need to trade or compromise is reduced or eliminated...

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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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