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Published: Oct 26 , 2017
Author: Alan Smith

Since becoming a Scotwork consultant eight years ago, I have noticed a dramatic change in people’s behavior; and it’s not just happening here at home – it’s a worldwide phenomenon. My grandmother (God bless her) would have thought we had all gone mad,…

Published: Mar 03 , 2016
Author: Alan Smith

When are you at your most creative? It is a question I often ask in the classroom when I am running negotiation skills development classes. Two retorts I often hear are: “Why?” (people are reluctant to answer unless they know why I want to know, cynical bunch) or “When I am under extreme pressure.”

Published: Jan 14 , 2016
Author: Stephen White

One of the defining qualities of a good negotiator is the ability to manufacture unusual tradeable variables apparently out of thin air. An example of this is how time is used as a variable. Most people would agree that a day comprises 24 hours. But management consultants know that a day in terms of charging fees is more likely to be 7 hours, so clients who need more than 7 hours find themselves paying for more than a day.

Published: Sep 25 , 2014
Author: Stephen White

Imagine this scenario. You are driving through city streets as a passenger with a colleague at the wheel. He is driving faster than the speed limit, trying to get a meeting on time, and is involved in a minor accident; no one is hurt but the police are called. Passers-by who witnessed the event tell the police they think your colleague was speeding. He asks you to speak as a witness on his behalf; to testify that he wasn’t speeding. What would you do? The Universalist sees this problem in terms of the uniformity of the application of laws and regulations. The issues of loyalty and the attempt to be punctual for a meeting are irrelevant; if the law has been broken then the consequences should be suffered by all, notwithstanding special circumstances or relationships...

Published: Aug 21 , 2014
Author: Tom Feinson

As ever it feels like little or no time has elapsed between the end of one season and the beginning of another. The World Cup serves to heighten those feelings, but here we are on the eve of new season, that blissful period where our hopes, dreams and aspirations are as yet undashed...

Published: Apr 18 , 2013
Author: Claudio Cubito

When the painter James McNeill Whistler was a cadet at West Point, he was assigned to draw a bridge in an engineering class. Whistler drew a spectacular bridge and included two boys fishing from it. His deliberate inclusion displeased the instructor, who ordered him to draw it again without the young fishermen on the bridge. Whistler did as he was instructed, but unwilling to completely stifle his vision; he drew the bridge again with the boys fishing from the riverbank...

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DUPed

Two’s company; 27’s a crowd. It may be tricky negotiating with a single party, but when there are 27 divergent interests on the other side of the table it becomes even harder. That is just part of the challenge that the UK Government has in their Brexit…

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