RESOURCES

Get a helping hand from the experts. Explore some of the thornier negotiation issues in our white papers. Find out more about Scotwork’s negotiation courses in our brochures. Or check out our top tips for more successful negotiation.

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NEGOTIATION eBOOKS

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The Real Deal

Read our musings on the issues of the day, the ones that have captured our imaginations and the ones that we feel could benefit from the art of negotiation.

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The Dirty Tricks of Negotiation

Dirty tricks take away your control. They put you on the back foot. And can quickly turn you into a powerless negotiator. But rest assured. After 100,000 hours of watching negotiators in action, Scotwork has identified 10 of the dirtiest tricks in the book and put them (where else) in a book. ‘The Dirty Tricks of Negotiation and How to Spot Them’ is an unmissable read to help you spot and side-step some of the world’s most underhand negotiating tactics.

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The Dirty Tricks of Negotiation - Volume 2

Dirty tricks take away your control. They put you on the back foot. And can quickly turn you into a powerless negotiator. But rest assured. After 100,000 hours of watching negotiators in action, Scotwork has identified 10 dirtier tricks. ‘The Dirty Tricks of Negotiation and How to Spot Them - Volume 2’ is an unmissable read to help you spot and side-step some of the world’s most underhand negotiating tactics.

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Understanding Negotiating Power

Power is critical to any negotiation. Take control of the power balance and you are empowered to turn any negotiation to your advantage and secure the best deal. This e-book gives negotiators of all abilities essential insights into the nature and use of negotiating power.

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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.

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The Truth About Lying

Take control of the trust in your negotiating relationships and you are empowered to turn any negotiation to your advantage and secure the best deal. This e-book gives negotiators of all abilities essential insights into the nature and use of lying, how you can weed it out of your negotiating relationships and build trust.

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The Power of You

This eBook gives negotiators of all abilities insights into their “Gates”, how they can overcome them and use their newfound Self-Control to do great deals and build strategic relationships.

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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.

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Negotiating in Uncertain Times

Over the last 18 months we have endured unprecedented disruption: the rise of Donald Trump, fallout from the Brexit vote and terrorist attacks increasing in number and deadliness. 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.

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在不確定時期的談判 (中文版)

在過去的18個月裡 我們經歷了前所未有的破壞: 中美貿易戰,新冠肺炎全球爆發,英國脫歐亂局,美國股市兩週四次熔斷, 澳洲前所未見的山火,俄羅斯從新強勢主導中東局勢, 英國經濟的脆弱不堪等等。如此之多的災難性事件已經把我們帶離了通常的不確定性週期,進入了一個不確定性紊亂的新時代,一種阻止或阻礙規範行為的凍結狀態。那麼,談判者應該如何應對這種新的、具有威脅性的現狀呢?

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Negotiating begins at home

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.

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Zen Master Lessons

Negotiation can be stressful. When you’re under stress you don’t perform as well as when you are calm, cool, and collected. There are several things you can do to keep the stress level down that will help you keep control and secure a better deal.

7 Deadly Sins of Negotiation Preparation

Stephen White - Chairman, Scotwork

Tutors Perspective

Annabel Shorter - Senior Consultant at Scotwork

Latest Blog:

大腦極度開放!頭腦極度簡單!

今天被開了竅,緣於聽一位老大哥的分享。 這位老大哥打過交道的人包括江湖中各種傳說中的大佬。 他跟人聊天時特別喜歡問的一個問題是: “你的目標是什麼?”

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