By Brian Buck | 04/26/2021
More Important Than Price?
There’s something more important than price? Yes! It’s hard to believe that, occasionally, there’s actually something more important than price…
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By Brian Buck | 04/19/2021
You’ve Been Lied To – Part 2
Last week’s blog post, You’ve Been Lied To, was one of our most popular of the year. Which makes sense, since…
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By Brian Buck | 04/12/2021
You’ve Been Lied To
Sorry, but it’s true — you’ve been lied to and, apparently, you’re not alone. In our annual Buyer/Seller Survey we…
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By Brian Buck | 04/05/2021
You’re Out!
This time every year, it seems that I try to find some way to relate negotiating to baseball. This year,…
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By Brian Buck | 03/29/2021
What a Difference a Year Makes
The year that changed us forever had a devastating impact on so many people and businesses. While the depth of…
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By Brian Buck | 03/22/2021
Build Your Village
This past week, we held a remarkable and thought-provoking roundtable discussion titled Women in Negotiation: #ChooseToChallenge Norms at the Negotiating Table.…
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By Brian Buck | 03/15/2021
Time Waits for No One
The Great Debate is underway: daylight savings time — should we or shouldn’t we? This debate comes up twice a…
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By Brian Buck | 03/08/2021
Never Get a Bad Deal — Guaranteed
While this could be a tale about lawyers, it’s not. But there we were, reviewing the buyer’s lawyers’ rebuttal to…
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By Brian Buck | 03/01/2021
A Stakeholder Orientation
This past week I was asked, “What’s the most important objective of a negotiator?” Simply put, it’s to create a…
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By Brian Buck | 02/22/2021
New Challenge in 2021
This past week, Scotwork hosted a C-suite roundtable discussion about dealmaking in 2021. Some really interesting themes came out of…
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By Brian Buck | 02/15/2021
Underestimate Me Again — I Dare You!
I hate it when people tell me that I can’t do something. I’m not talking about things like “you can’t…
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By Brian Buck | 02/08/2021
Avoiding Difficult Conversations
“What was that?” I wondered. That bad feeling in the pit in my stomach, the bags under my eyes from…
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