By Brian Buck | 03.03.25
Deal Conceal: 10 Reasons Why We Bury Bad News
A couple of weeks ago, I wrote an article, Give Me the Hard Stuff, about how to deliver the bad…
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By Brian Buck | 24.02.25
The Price of Everything, the Value of Nothing
Price is often the first thing people focus on in a negotiation. It’s easy to measure, easy to compare, and…
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By Brian Buck | 17.02.25
Give Me the Hard Stuff
Negotiators love to build momentum. There’s a natural tendency in a negotiation to start with the easy issues — knock…
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By Brian Buck | 10.02.25
The Art of Trade Wars
The latest round of tariffs has set off a flurry of reactions across industries — some rational, others reactionary. Businesses…
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By Brian Buck | 03.02.25
Ultimatum or Ultimiss’em?
Read this, or else! As leaders, pundits, and influencers try to simplify incredibly complex topics into shareable sound bites or…
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By Brian Buck | 27.01.25
Better Negotiation Is a Non-Negotiable
When organizations want to improve their negotiations, they tend to focus on benefits like better deals, stronger relationships, and increased…
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By Brian Buck | 20.01.25
What’s Most Important to You?
I live in Southern California, a place where wildfires are an unfortunate reality. Over the years, my family has been…
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By Brian Buck | 13.01.25
Welcome to 2025
Fifty years ago, Scotwork began with a bold motivating principle: Negotiation isn’t just a skill — it’s a transformative tool…
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By Brian Buck | 09.12.24
A Dickens-Inspired Negotiation Tale
This time of year is steeped in traditions that warm the heart, whether it’s baking special desserts, wearing festive sweaters,…
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By Brian Buck | 02.12.24
Hurry Up — the Year Is Ending!
It’s that time: The clock is ticking, holidays are looming, the ball is about to drop on another year .…
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By Brian Buck | 25.11.24
The Thanksgiving Swap
Thanksgiving is upon us, and while most of us look forward to family, food, and maybe some football, we all…
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By Brian Buck | 18.11.24
Tired of Being Ghosted?
I recently received a note from a client I’ve been consulting on a deal with. In it, she brought up…
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