A few weeks ago, we were driving and Steve Miller Band’s “The Joker” was blaring out of the speakers. We all sang. “Some people call me Maurice / ’Cause I speak of the pompatus of love . . .” Through our singing and laughing, someone asked, “What does ‘pompatus’ mean?”.....

Our clients work with us because we can help them get better deals, complete negotiations more efficiently, achieve more consistent results and improve relationships. You read that right: improve relationships. How you conduct your negotiation can absolutely improve your relationship with the other.....

On a recent trip to British Columbia, I booked a suite to enjoy the best view of the city for me and my clients. Upon arrival, I learned the elevator was malfunctioning and, due to a Canadian holiday, no repairs could be expected until after checkout. When you have a legitimate complaint, you need.....

Contract renewals are on many negotiators’ priority lists at this time of year. These negotiations have a lot riding on them and can be stressful. To help ease the pressure, we brought together a roundtable of Scotwork procurement and sales negotiation experts to discuss the contract renewal.....