By Brian Buck | 09/28/2020
When Good Deals Go Bad
Over the past few months, there have been a number of failed deals reported by the press. Interestingly, all of…
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By Brian Buck | 09/21/2020
Don’t Share Info!
The worst piece of advice ever given to a negotiator? Don’t share information. At some point in our development as…
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By Brian Buck | 09/11/2020
Never Forget
It’s been 19 years since 9/11. At the time, Scotwork had just opened its doors here in the US. Our…
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By Brian Buck | 08/31/2020
Negotiating with a Car Salesman
Some people love not only the sensation of owning a new car, but also the process of buying that new…
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By Brian Buck | 08/24/2020
Is it Live or is it Virtual?
Who remembers the slogan, “Is it live or is it Memorex?” Some of us will remember buying a vinyl record…
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By Brian Buck | 08/17/2020
Beware the Hammer
I was recently talking with a client, who told me that his approach to negotiating is very much like using…
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By Brian Buck | 08/10/2020
A Proposal You Can’t Refuse
Like many of you, I’ve watched a lot of movies, documentaries, and TV shows. I keep waiting for Netflix to…
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By Brian Buck | 08/03/2020
Beyond Your Control
In the ’80s cult comedy favorite Strange Brew, the bad guys have cut the brake lines to the van of…
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By Brian Buck | 07/27/2020
Lies, Damned Lies, and Statistics
As Mark Twain put it, “There are three kinds of lies: lies, damned lies, and statistics.” Every day we’re bombarded…
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By Brian Buck | 07/13/2020
Preparing for the Unexpected
Whether you’re a parent or not, I’m sure you’ve been listening to the great debate on how to reopen schools.…
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By Brian Buck | 07/06/2020
The Negotiator’s Bill of Rights
This past Fourth of July was unique in many regards — from most of us being forced back into seclusion…
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By Brian Buck | 06/29/2020
Fighting Commoditization
In a world where we have access to almost limitless information, we feel like we can be experts in any…
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