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 choice of blog articles, 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 choice of blog articles, ebooks, whitepapers, course brochures and videos.

Hot Topics

Powerful Results

98% improved performance        

 

66% more in control           

 

70% greater confidence

 

98% managers praised investment

Hot topics

Capability Survey Findings

Only  18%  have a fall back plan if they cannot reach agreement     

 

Only  21%  think the relationship has been strengthened when they complete a negotiation

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...

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The Virtue of Virtual. Whatever That Means!
Richard Savage 8th March 2020

It is fascinating how new words (or old ones) enter our vocabulary and are suddenly on everyone’s lips. Over the last few years, previously unknown words like Brexit or Covid-19 were unheard of but quickly become broadly understood by everyone. Li...

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Never Get a Bad Deal — Guaranteed
Brian Buck 8th March 2021

While this could be a tale about lawyers, it’s not. But there we were, reviewing the buyer’s lawyers’ rebuttal to the changes we’d made to their 50-plus page contract, asking ourselves if this deal was even worth it anymore. We had negotiated the...

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Great Negotiators Make Great Leaders
Alan Smith 2nd March 2021

Is it any surprise that when we look around, so many captains of Australian industry have done a Scotwork program during their careers? You could argue that simply by the sheer quantum of people who have done a Scotwork program (>20,000 Australian...

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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?” In 2020, 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

Powerful Results

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

Robin Copland
Download

Hope Is Not A Strategy

John McMillan
Download

Videos

Scotwork Negotiating Essentials - Detailed Clip

 

 

The Benefits of Scotwork Negotiation Skills Training

Nick Ford - Director, Global Client Operations at WPP

Scotwork Essentials - Short Clip

Scotwork Preparation Tool Tutorial