Get the latest views and opinions from some of the most experienced negotiation specialists.
Published: Jul 09 , 2018
Author: Brian Buck
Strength in numbers… Teamwork makes the dream work... We are better together… We’ve all heard these sayings about the virtues of working together. So much so, it’s often frowned upon when we work in our “silos”. But let’s face it, sometimes we can’t always work in teams to get a job done. At Scotwork we embrace and advocate a team approach to negotiations, but what do you do when you are all by yourself at the negotiation table?
Published: Jul 02 , 2018
Author: Brian Buck
After being sequestered for five days in a hotel meeting room, three days in sales meetings and two days in negotiation training, the people we were training wanted out. It’s no wonder that when the hotel walked in that late afternoon with the dinner menu the team erupted, “Not again! We need to cancel dinner and go off site!” The team’s admin told them it wasn’t possible because they had a contract to do dinner and it was too late to change. After listening to the bickering and the admin’s insistence that nothing could be done something came over me and I said, “Well, maybe there’s something we can do…” The admin looked at me angrily, the participants looked at me with hope, and my two colleagues looked at me in fear. That’s when I realized I put my foot in my mouth. The class pinned their hope on me, the negotiation instructor, to get them out of this contract. Thus the fear my collegeuges had because they knew if I wasn’t successful all of our credibility would be lost. How was I going to extract my foot from my mouth?
Published: Jun 21 , 2018
Author: Stephen White
The British are world champions at Understatement. From Captain Oates’ immortal ‘I am just going outside and may be some time’ to the pilot of the British Airways plane hobbled by volcanic ash ‘Ladies and Gentlemen this is your captain speaking. We have a small problem. All four engines have stopped’ we are classically modest in our language when things are going wrong. My personal favorite; the epitaph on Spike Milligan’s tombstone ‘I told you I was ill’