Insights

Explore our library of resources authored by Scotwork’s negotiation experts. See below a choice of blog articles, course brochures, eBooks and videos.

Explore our library of resources authored by Scotwork’s negotiation experts. See below a choice of blog articles, course brochures, eBooks and videos.

Hot Topics

Is negotiation in your company's DNA?

Read our 9 key steps to the transformation process to becoming a negotiating organisation

Screen Shot 2022 08 01 At 15.36.45

Hot topics

Capability Survey Findings

Researched data about negotiators and their own views of their capabilities, shortcomings and understanding of the negotiating process

 

Blogs

International Women's Day An Interview with Annabel Shorter

The Scotwork Team 8th March 2021

The International Women’s Day 2021 campaign theme is #ChooseToChallenge A challenged world is an alert world. Individually, we're all responsible for our own thoughts and actions - all day, every day. We can all choose to challenge and call out g...

Read more

The Infinite Negotiation Monkey Cage

Alan Smith 30th November 2022

Tomorrow, I have an appointment with the dentist. I can state with pretty much certainty and I admit comfort, that he knows something about teeth. Partly because the last time I went to see him with a damaged filling I left with it fixed, which fr...

Read more

Why Negotiators Should ‘Show Their Hand’

Simon Kelland 23rd November 2022

The smoke-filled room pulses with tension and a small globe throws thin rays of light onto the card table below. An old gramophone scratches out a tune from somewhere in the corner. The players’ gimlet eyes betray nothing as they hold their cards...

Read more

Do I or Don't I Say

Andy Archibald 16th November 2022

Earlier this year, we asked the Scotwork Alumni and blog readers to respond to negotiating dilemmas involving controversial situations. We were interested in decisions made with an ethical dimension which we all must make from time to time during...

Read more

Brochures

Advancing Negotiation Skills

The ultimate programme in negotiation skills development

Virtual Advancing Negotiation Skills

The same negotiation skills development programme but in a virtual environment

Negotiating Foundation Workshop

This workshop starts you on a life-changing journey towards negotiating control

Negotiating Essentials

This eLearning programme provides an introduction to the process of negotiation

Coaching Negotiation Skills

This programme helps internal coaches to sustain the development of negotiation skills as a core competence

Masters Brochure

This programme gives more experienced negotiators the skills to tackle complex, multi-party negotiations

Negotiation Skills Capability Survey Brochure

This survey benchmarks your people against worldwide best practice and helps you to understand strengths and development needs

Capability Survey Findings Report

This report has 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

This profile gives your negotiators the power of self-improvement

Powerful Results

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

eBooks

Controversial Tales of the Unexpected

Earlier this year we asked Scotwork alumni and blog readers to give their responses to some negotiating dilemmas which involve controversial situations. We were interested in the ‘on the hoof’ decisions with an ethical dimension which we all have to make from time to time during a negotiation.

Is negotiation in your company's DNA?

Does your team understand what defines a "great" negotiation outcome for the organisation? Read our 9 key steps to the transformation process to becoming a negotiating organisation

Pushing Price Rises: A Tactical Toolkit

Businesses everywhere are confronting demands for price increases from their customers and suppliers. In some cases, it is a question of survival. It is important therefore, to act quickly and get to the head of the queue. As such, here are some useful tips...

Fending Off Inflationary Demands: A Tactical Toolkit

Price rises are the norm, and probably will be for the foreseeable future. Some requests for increases will be legitimate, many will be opportunistic. As the front-line defence, it is incumbent on supply and procurement managers to be ready. With this in mind, here are some of the key things to consider when preparing your defences against creeping costs...

Understanding Negotiation Power

Power is critical to any negotiation - this eBook gives negotiators of all abilities essential insights into the nature and use of negotiating power

Global Negotiation Skills Capability Report

This report provides 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

Negotiating in Uncertain Times

This eBook provides some strategic, tactical and skill-based ideas on how to negotiate more successfully in these hyperuncertain times

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 look at how video conferencing platforms empower us to do things differently

Negotiating via Email

This eBook provides top tips on how to negotiate via email

Telephone Negotiations

This eBook provides top tips on how to handle phone negotiations

Negotiating Begins at Home

How do you and your cohabitants find a way to get what you want without kicking off a civil war? Applying a few negotiation skills may be the answer and here are seven easy ways to use negotiation techniques

Keep Sharp - Negotiation Skill Tips

This eBook is a collection of the top 10 skill tips for successful negotiations

The Dirty Tricks of Negotiation and How to Spot Them

There are dozens of underhand tactics out there designed to wrest control and push you from the negotiating table empty-handed - identify and side-step these threats to keep you in control

The Dirty Tricks of Negotiation and How to Spot Them 2

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 negotiators

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 a negotiation

Videos

The Benefits of Scotwork Negotiation Skills Training

From Nick Ford - Director, Global Client Operations at WPP

Scotwork Preparation Tool Tutorial

Take a look at how our Preparation Tool works

 

Consolidation Modules

Scotwork Negotiating Essentials - Detailed Clip

Take a detailed look at our eLearning modules programme

 

Scotwork Essentials - Short Clip

Take a quick look at our eLearning modules programme