REAL-WORLD INSIGHTS

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Published: Aug 11 , 2016
Author: Alan Smith

My wife is a very reasonable woman. Or so she tells me. No, she actually is. We have been married for over 30 years and she has put up with me for a start. To be honest its not just me she is reasonable with. The kids always go to her for emotional support, (me if it’s cash or a lift), I rarely, if ever, see her anything other than calm and she runs a classroom as a primary school teacher with 18 excitable 7 year olds. You have to be big on inner calm...

Published: Sep 12 , 2013
Author: Keith Stacey

Sportsmen and women choke but apparently poker players "tilt". I came across this term in Nate Silver's excellent book the Signal and the Noise. Tilting is defined as over aggressive play brought on by a lack of perspective, or playing without discipline. A number of tilts are listed and could just as easily applies to negotiating...

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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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