REAL-WORLD INSIGHTS

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Published: Mar 17 , 2016
Author: Alan Smith

Well there are actually! Negotiation involves cold logic, cutting through all the verbiage, careful and clear analysis of the volatile and unpredictable environment before coolly selecting the correct option. Problem is we rarely get the time when making the hundreds of decisions we need to make each day in the negotiations that we do in both our commercial and personal lives. Emotions play a huge part in the actions we take and to some extent the brains higher function has been argued is to sort out many of the choices we have already made and make sense of them after the fact...

Published: Feb 11 , 2016
Author: Stephen White

I had a haircut today, and learnt something simple but useful. Chatting to the barber I asked if he had ever been to a particular local restaurant. Yes, he said, but it was about 5 years ago and it wasn’t very good. He had found a small piece of plastic in his mouth whilst eating his meal, and he was unimpressed with the response from the waiter. He explained. “I said to him, I am not complaining or making a fuss, because I am not that kind of person, but I think you should know that this piece of plastic was in my food. The waiter looked at it and said ‘Cool, man. Thanks for telling me’, and wandered off...

Published: Oct 09 , 2014
Author: Gaetan Pellerin

We’ve all been trained to hide our emotions in a business environment—especially during negotiation. Keep your emotions out of negotiations or the other side may crush you, right? Not exactly, because you can’t negotiate effectively as a detached robot. So how do you find the happy medium? Recognize that emotions—positive and negative—are totally normal during a negotiation. But we’re often so busy driving the conversation, persuading the other party and doing everything we can to close the deal, that in the moment, we lose touch with our emotions. Or we choose not to deal with them...

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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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