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REAL-WORLD INSIGHTS

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Published: Dec 06 , 2021
Author: Brian Buck

I can’t wait for the New Year to tell you all about a personal negotiation I was just in that sent my blood boiling! The deal isn’t completely done yet, so I don’t want to jinx it. (In case you’re wondering, no, I’m not superstitious — that would be bad luck.) However, in this deal, something happened that triggered an immediate and angry response. I bring it up because even as a highly trained and experienced negotiator, my emotion was getting the better of me. That is, until I did the following . . .

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Published: Nov 29 , 2021
Author: Brian Buck

Recently, there have been a lot of talks about work strikes. The list is long and diverse: Sky Harbor Airport concession workers in Arizona, UAW John Deere workers in Iowa, Kaiser healthcare workers in Southern California, Wyndham hotel workers in Philadelphia, and daycare workers in Quebec. It could happen again this week: Major League Baseball may go on strike. What’s occurring here, and what can you learn from these negotiations?

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Published: Nov 22 , 2021
Author: Brian Buck

Are you ready for Thanksgiving? I’m not talking about the turkey and sides; I’m talking about are you ready for your guests? As I searched for menu ideas, I also came across a lot of advice on how to survive Thanksgiving! The stress of the holidays can bring out some interesting behaviors — much like the stress of negotiating can bring out interesting behaviors in negotiators. As I read the articles and research on surviving Thanksgiving (and there was a lot!), I found five tips from the negotiating table that can help make our time at the Thanksgiving dinner table more enjoyable.

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Be Angry. Then Do This . . .

I can’t wait for the New Year to tell you all about a personal negotiation I was just in that sent my blood boiling! The deal isn’t completely done yet, so I don’t want to jinx it. (In case you’re wondering, no, I’m not superstitious — that would be bad luck.) However, in this deal, something happened that triggered an immediate and angry response. I bring it up because even as a highly trained and experienced negotiator, my emotion was getting the better of me. That is, until I did the following . . .

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