By Brian Buck | 06/16/2025
A View From The Observation Deck
This past week, I spoke to a group of entrepreneurs about empowering their teams at the negotiating table. Many of…
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By Brian Buck | 06/09/2025
The Status Quo and Tariffs
Negotiations often come down to one issue: one side wants change, while the other prefers the status quo. The current…
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By Brian Buck | 06/02/2025
AI For Negotiators
Finally, AI for negotiators that makes sense. We’ve spoken with many negotiators about how they currently use AI, and their…
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By Brian Buck | 05/19/2025
Leadership Transitions
A new pope has just been elected by the College of Cardinals gathered in the papal conclave. The excitement is…
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By Brian Buck | 05/12/2025
Be More Combative!
Recently, I was speaking with a new prospect about a challenge he was facing. He said, “I need your negotiation…
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By Brian Buck | 05/05/2025
Time Is Precious: Don’t Waste It Negotiating
Life teaches us, often in quiet ways and sometimes in jarring ones, that time is our most limited and precious…
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By Brian Buck | 04/28/2025
Negotiation Training Isn’t an Event — It’s a Performance Strategy
At Scotwork, we talk to a lot of organizations about how to train their people to be better negotiators. We…
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By Brian Buck | 04/21/2025
What’s Wrong with a Better Deal?
When we ask clients about their objectives, they frequently respond, “We want a better deal.” I get it: The phrase…
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By Brian Buck | 04/14/2025
Negotiation Sabermetrics Are Not Enough
Baseball season is officially underway, and once again, data and analytics have taken center stage. From traditional stats like batting…
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By Brian Buck | 04/07/2025
Respond, Don’t React: Negotiating Amid Tariff Uncertainty
“Respond, don’t react!” My recent LinkedIn post about tariffs prompted that thoughtful comment from one of my connections, Bob, and…
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By Brian Buck | 03/31/2025
The Secret to Persuasion? It’s Not What You Say.
When most people think about persuasion, they picture a well-reasoned argument, a confident delivery, or possibly a pushy personality with…
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By Jill Campen | 03/24/2025
The Cure for Dreaded Internal Negotiations
At Scotwork, our negotiation consulting clients constantly tell us that the toughest negotiations are internal. These talks are a morass…
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