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REAL-WORLD INSIGHTS

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Published: Aug 30 , 2021
Author: Brian Buck

“Greed, for lack of a better word, is good,” said Gordon Gekko in the movie Wall Street. That sentiment has been the Achilles' heel of many negotiations. I was recently working with a group of people from a technology company who looked at negotiating as a win-lose proposition. They felt that it was all about dominating the other party, taking them for everything that you can. They literally believed that negotiation was the instrument of greed, and that notion has had a tremendous impact on how they resolve conflicts.

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Published: Nov 30 , 2020
Author: Brian Buck

You‘ve worked your butt off to get this deal done and you’re at the finish line. The contract has cleared legal and both sides have agreed to all of the terms. It literally just needs signatures. Then you get a phone call. It’s the other side, and they’re telling you that there’s one more small adjustment that needs to be made, and if you can do that, then they can get the contract done. What do you do? Give in or push back?

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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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