By Brian Buck | 11/22/2013
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 | 11/14/2013
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 | 11/07/2013
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 | 10/31/2013
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 | 10/24/2013
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 | 10/17/2013
Charm Offensive
The Oxford English Dictionary defines charm as ‘the power or quality of delighting, attracting, or fascinating others’. It is a…
Read the post By Brian Buck | 10/10/2013
Are you losing enough business?
Before working with a powerful FMCG company in Europe I asked of the thousands of points of sale they have…
Read the post By Brian Buck | 10/03/2013
Dumb and Dumber: Negotiating Lessons from the Federal Government Shutdown
This week’s government shutdown makes both sides of politics look dreadful. A poll this week had Congress less popular than…
Read the post By Brian Buck | 09/26/2013
Tread softly
Gordon Brown’s, (the Labour parties former leader and British Prime Minister), former spin doctor has revealed how he regularly attempted…
Read the post By Brian Buck | 09/19/2013
A must have is a must tell
When you “must have” a particular issue, tell people—and you’ll greatly increase your chances of getting it. Be specific to…
Read the post By Brian Buck | 09/12/2013
Blended proposal settles mix up
In our effort to eat healthier, my partner and I bought a Vitamix blender online from a well-known retailer, right…
Read the post By Brian Buck | 09/05/2013
Off their trolley
In the week when the UK Government failed to secure the agreement of Parliament to take military action against the…
Read the post