Dirty Tricks
of Negotiation -
Occupational Hazards



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.

This seminar reveals 10 of the most notorious negotiation tricks and will give you some advice on the best way to deal with them in a lighthearted and informative session.

WHERE: The Malt Whisky Society, The Vaults, 87 Giles Street, Edinburgh

TIME: 18.30 - 20.00 Thursday 14th September, 2017

COST: FREE

Reserve your place

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Negotiators don’t necessarily derive their power from the relative size of their organisations. In fact, many negotiators fall into the trap of being scared by a seemingly “bigger” opponent on the other side and end up striking deals that belie their significance to the other side. As I have written before, these deals can be commercially ruinous. In fact, they derive their power from the incentives and sanctions that they have at their disposal. The problem that negotiators face when deploying their power, exerting their leverage as I once heard it described, is that some incentives seem relatively indivisible. They have one enormous “chunk” of a concession and then it’s over to threats and counter-threats – never a place where nice people like to be!

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