By Brian Buck | 02.06.25
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 | 19.05.25
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 | 12.05.25
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 | 05.05.25
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 | 28.04.25
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 | 21.04.25
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 | 14.04.25
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 | 07.04.25
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 | 31.03.25
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 Brian Buck | 24.03.25
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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By Brian Buck | 17.03.25
Is It Already Too Late?
When you’re in the thick of a negotiation, there’s a very good chance that it’s already too late to make…
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By Brian Buck | 10.03.25
Toughest Negotiations: Strategies for Success
Every negotiator faces tough negotiations, whether handling price pressure, aligning internal stakeholders, or navigating complex contract terms. For our recent…
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