By Brian Buck | 16.01.14
Hollywood Has a Real Grasp of Reality
There are interminable lists of top negotiating dos and don’ts available on the internet, in books, and on training courses.…
Read the post By Brian Buck | 09.01.14
New Year’s Evolution
New Year’s resolutions. We all do them. Although I have to say come March time they tend to have disappeared…
Read the post By Brian Buck | 19.12.13
Merry “Bloody” Christmas
On the BBC news website in a move eerily reminiscent of Laura Ashley and John Lewis (see 28 March blog), it…
Read the post By Brian Buck | 12.12.13
Whose side are you on?
Today’s friend is tomorrow’s foe in this dynamic and complex world. Barely a day goes by without mergers, acquisitions, take-overs…
Read the post By Brian Buck | 06.12.13
Only Free Men Can Negotiate
“Please take your seats promptly after the coffee break” said the organizer at KPMG’s International Partners’ Conference in Cape Town…
Read the post By Brian Buck | 27.11.13
Judo saved me from shopping horror
People in conflict naturally fall into what Scotwork terms the Sumo methodology, an attempt to persuade, bully or haggle their…
Read the post By Brian Buck | 22.11.13
Bracketed Language
After the failure, albeit perhaps temporarily, of the negotiations in Geneva last weekend between the Iranian Foreign Minister and representatives…
Read the post By Brian Buck | 14.11.13
Extra bookings get airline to waive fee
Negotiating with airlines is never easy! Long gone are the days of receiving upgrades by just asking nicely. Recently, I…
Read the post By Brian Buck | 07.11.13
Remember
Remember, remember… In many aspects of life one of the most important aspects is, wait for it, timing. A good…
Read the post By Brian Buck | 31.10.13
Be careful how you ask
Like most sales people I talk about value first and price last. This week was no exception. My prospective client…
Read the post By Brian Buck | 24.10.13
Get creative with wish lists
During courses, we’re often asked about using Scotwork’s negotiating skills when buying automobiles. My recent experience offers a good example.…
Read the post By Brian Buck | 17.10.13
Charm Offensive
The Oxford English Dictionary defines charm as ‘the power or quality of delighting, attracting, or fascinating others’. It is a…
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