REAL-WORLD INSIGHTS

Get the latest views and opinions from some of the most experienced negotiation specialists.

SIGN UP FOR OUR BLOG

2019_01_28 Secret Identity.jpg

Published: Jan 28 , 2019
Author: Brian Buck

I live a double life. When people find out what I do for a living, misconceptions abound. People’s expectations of me change. Some are intrigued. Others go on the defensive. Some think I possess superpowers while others want to see how good I am. It can be a challenge and I’m not alone. In fact, these wild assumptions impact many professionals just like me. If you know what I’m talking about, how do you deal with them?

Scotwork_Comic_2018_12_03 Elephants.jpg

Published: Dec 03 , 2018
Author: Brian Buck

There it is. You can’t ignore it. But you do. No one says anything. We pretend it’s not there. But we’re all waiting for it to come up. We talk around it. We don’t talk about it. We’re hoping it just goes away. But it doesn’t. Then it happens. The elephant moves and now it has to be dealt with because you can’t deal with any else other than the elephant. So if we know the elephant is there, why are we not dealing with it?

Scotwork_Comic_2018_10_22 Moving Too Fast.jpg

Published: Oct 22 , 2018
Author: Brian Buck

In less than an hour the vendor discounted their price by 20%! I wish I could tell you it’s because I’m just that good (said with lots of sarcasm) but I literally had done nothing except ask a few questions and told them, “we need to think about it”. Little did I know that was the start of the end.

Scotwork_Comic_2018_10_01 Hallucinating.jpg

Published: Oct 01 , 2018
Author: Brian Buck

In a recent TED Talk from Anil Seth describing how our brain constructs reality, he made an interesting statement, “If hallucination is a kind of uncontrolled perception, then perception right here and right now is also a kind of hallucination… In fact, we're all hallucinating all the time, including right now. It's just that when we agree about our hallucinations, we call that reality.” After I chuckled at my perceived hallucination called reality, it reminded me of the one hallucination that every negotiator suffers from…

Scotwork_Comic_2018_04_16_Why Won't They.jpg

Published: Apr 13 , 2018
Author: Brian Buck

“Why won’t they do what I want?” My client was exasperated with her internal stakeholders. She was struggling with getting alignment from those more senior to her. No one seemed to have time for her or cared about the things she cared about. Needless to say, she was very frustrated because she felt like she couldn’t do her job and, although she didn’t say it, I could tell she was feeling marginalized. She reached out to me and ask for some advice and here’s what I told her...

Published: Sep 10 , 2015
Author: Alan Smith

Habits are one of the most useful things we can slip into. If we didn’t habitually do much of our daily lives we would simply be unable to deal with the sensory overload that modern life has become. Just imagine what a drag it would be if we had to consciously think about breathing, blinking, walking, how to make a cup of tea? Nothing would get done.

Latest Blog:

Jumping the Shark

My client was sharing with me a negotiation he was involved in that was, as he put it, “jump the shark” worthy. He was very enthusiastic about it. In fact, he was hopeful that it was going to lead to more opportunities for him. He said his client thought the negotiation was “jump the shark” worthy too. As I listened to his positivity and enthusiasm, I started to realize that his definition of “jump the shark” is very different from mine. Quoting Inigo Montoya from The Princess Bride, I told him, “I don’t think that phrase means what you think it means.” A panicked expression came across his face as he realized what it meant for his negotiation, and he quickly transitioned into techniques for avoiding the sharks altogether.

Latest Tweet:

Scotwork North America
400 Lanidex Plaza, FL 2
Parsippany, NJ
07054
United States
973.428.1991
usa@scotwork.com
Follow us
cpd.png
voty2016_sign_gold.png