Insights

Explore our library of resources for helpful tips, deep-dive analysis and blue-sky thinking, all researched and authored by Scotwork’s negotiation experts. See below for a wide choice of blogs, ebooks, whitepapers, course brochures and videos.

Explore our library of resources for helpful tips, deep-dive analysis and blue-sky thinking, all researched and authored by Scotwork’s negotiation experts. See below for a wide choice of blogs, ebooks, whitepapers, course brochures and videos.

Blogs

Be Careful What You Ask For

David Bannister 3rd November 2020

My wife is currently involved as an executor in the finalising of an estate and recently this has involved the sale of a house. As you do, she engaged three estate agents to value the property and then chose one of them to act on behalf of her an...

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告訴你一個秘密,千萬不要跟對手分享你的秘密!

Robi Li 23rd October 2020

你聽過的給談判者最糟糕的建議是什麼?我敢說不要向對方透露資訊一定是其中之一。 在成為談判者的路上,我們可能都聽過這樣的建議:“誰先開口,誰就是輸家”,或是“守口如瓶,沉默是金”。而實際上,不跟對手分享任何資訊,或是只分享非常有限的資訊,是在談判中最具破壞性的策略之一。

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面試遇到答不上來的問題怎麼辦?

Robi Li 7th October 2020

Q:面試遇到答不上來的問題怎麼辦? 磚家:可以嘗試問回去,比如:“我想瞭解一下您為什麼對這個問題感興趣?”或者,“不好意思,可以麻煩您澄清下這個問題嗎?”這樣一是給自己買時間思考,另外更重要的是,我們需要瞭解Questions behind Questions,即對方問題背後的問題。Behind a question lies a purpose. 找到對方的真實意圖,然後可以嘗試用重構(Reframe)的方式去回應對方的問題,比如:“我理解這不是一個XX的問題,而是一個YY的問題。”然...

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週末談判指南:如何跟孩子(XX)談判?

Robi Li 29th September 2020

隨著磚家的小豆包開始上學,我和他“談判”的機會也越來越多,有時是為了寫作業,有時是為了看電視,還有時是為了買霜淇淋,幾番交手下來,我也積累了一些經驗,分享在這裡找找共鳴。

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Brochures

Negotiating Foundation Workshop

The Negotiating Foundation Workshop starts you on a life-changing journey towards negotiating control

Advancing Negotiation Skills

Start your negotiating skills training here

Virtual Advancing Negotiation Skills

Start your virtual skills journey here

Negotiating Essentials

Introduction to the process of negotiation

Coaching Negotiation Skills

Keep your people negotiation-ready

Masters Brochure

Tackle complex, multi-party negotiations

Negotiation Skills Capability Survey Brochure

Have you ever asked yourself how well your team or your organisation negotiates? The NSCS will benchmark your people against our assessment of best practice worldwide and give you a report to help you to understand strengths and development needs

Capability Survey Findings Report

During 2015, Scotwork developed a Negotiating Skills Capability Survey to tackle the question: “How well do my people negotiate?” We are now in a position to be able to say that we have one of the most comprehensive sets of researched data about negotiators and their own views of their capabilities, shortcomings and understanding of the negotiating process

The Negotiating Profile

Give your negotiators the power of self-improvement

Key findings from Scotwork course participants, covering improved performance, financial return and personal benefits

Ebooks

Global Negotiation Skills Capability Report

This report provides the world’s most comprehensive insight into the skills developed and tactics employed in business communities around the world to trade and bargain for benefit. Respondents vary from the C-Suite to sales directors, heads of procurement and category buyers. They all negotiate regularly for their companies but are not professional negotiators.

Negotiating in Uncertain Times

Over the past months we have endured unprecedented disruption. This sequence of events has taken us from uncertainty to hyperuncertainty, a frozen state of mind that hinders normative behaviour. This eBook provides some strategic, tactical and skill-based ideas on how to negotiate more successfully in these hyperuncertain times.

Negotiating Begins at Home

To weather the crisis, we all need to stick together and work together. But, with all these new pressures, how do families and households stay co-operative and conflict-free? How do you and your cohabitants find a way to get what you want without raising hackles and kicking off a civil war? Applying a few negotiation skills may well be the answer. Here are seven easy ways to use negotiation technique to make lockdown life more tolerable for everyone.

Top Tips & Hints for Negotiating Virtually

We are confined to thinking about how we adapt our current means of negotiating to a new environment, so let’s turn the whole thing inside out and think about how video conferencing platforms empower us to do things differently.

Negotiating via Email

While email is convenient and expedient, it’s fraught with peril for both skilled and unskilled negotiators alike. This eBook provides top tips on how to negotiate via email.

Telephone Negotiations

Top tips on how to handle phone negotiations

Keep Sharp - Negotiation Skill Tips

Our negotiation skill tips are a distillation of, often, complex analysis into simple, practical, usable language and techniques designed to be relevant in the real world. This eBook is collection of top 10 skill tips for successful negotiation.

The Dirty Tricks of Negotiation and How to Spot Them

Negotiation can be hazardous. There are dozens of underhand tactics out there designed to wrest control and push you from the negotiating table empty-handed. Hard to detect, these dirty tricks can be ruthlessly effective. They can catch you off-guard and force you to concede again and again. Identifying and side-stepping these threats will help you keep control and secure a better deal.

The Dirty Tricks of Negotiation and How to Spot Them 2

Every day Scotwork experts observe negotiation in action all over the world. Over 100,000 hours of deal-making analysis has exposed a minefield of sneaky tactics, ranging from the slightly questionable to the downright dirty. Dirty Tricks Volume 2 builds upon the popularity of Dirty Tricks Volume 1 and brings together 10 more of the most notorious negotiation tricks.

5 Tips for Negotiation Preparation

Need help with preparation? Here are 5 easy tips on how to prepare for negotiations.

10 Negotiation Dilemmas

Who goes first? Do I ask for what I want? Here is the list of 10 most common dilemmas faced by the negotiator.

10 Tips for Negotiating your Salary

Have you got a salary review coming up? Here are 10 top tips on how to negotiate your salary package.

10 Tips for the Negotiator Who Wants Answers

Having problems getting the information you need from the other party? Here are 10 tips on how to ask questions in negotiation.

Whitepapers

Dealing With Difficult People

Alan Smith
Download

Negotiation Is A Trading Process

Alan Smith
Download

Hope Is Not A Strategy

Alan Smith
Download

Videos

The Benefits of Scotwork Negotiation Skills Training

Nick Ford - Director, Global Client Operations at WPP

Scotwork Negotiating Essentials - Detailed Clip

 

 

Scotwork Essentials - Short Clip

 

 

Scotwork Preparation Tool Tutorial