By Gaëtan Pellerin | 03/17/2025
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 | 03/10/2025
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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By Brian Buck | 03/03/2025
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 | 02/24/2025
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 | 02/17/2025
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 | 02/10/2025
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 | 02/03/2025
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 | 01/27/2025
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 | 01/20/2025
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 | 01/13/2025
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 | 12/09/2024
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 | 12/02/2024
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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