By Andy Archibald | 04.08.25
Not sure it’s a negotiation? It probably is
“I’ve been so busy tendering for new supplier contracts and not had much time to negotiate” was the response I…
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By Brian Buck | 31.07.25
Be more combative!
Recently, I was speaking with a new prospect about a challenge he was facing. He said, “I need your negotiation…
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By Brian Buck | 03.07.25
Negotiating in the spotlight
When it comes to negotiation, who’s watching can change everything. We’ve all been there. A meeting where the boss suddenly joins. A…
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By Brian Buck | 01.07.25
A view from the observation deck
This past week, I spoke to a group of entrepreneurs about empowering their teams at the negotiating table. Many of…
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By David Bannister | 01.06.25
Do you think you can ?
Every week I enjoy a news magazine to which I subscribe. It’s called “The Week” and one of its features…
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By Ellis Croft | 22.05.25
Notes from a befuddled observer: the first 100 (or so) days
If you write about negotiation, then there is a strange yet tangible appreciation in observing the mind-boggling chaos a certain…
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By Brian Buck | 01.05.25
What’s wrong with a better deal?
When we ask clients about their objectives, they frequently respond, “We want a better deal.” I get it: The phrase…
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By Brian Buck | 25.04.25
Respond, don’t react; Negotiating amid tariff uncertainty
“Respond, don’t react!” My recent LinkedIn post about tariffs prompted that thoughtful comment from one of my connections, Bob, and it resonated…
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By Brian Buck | 31.03.25
Deal conceal: 10 reasons why we bury bad news
A couple of weeks ago, I wrote an article, Give Me the Hard Stuff, about how to deliver the bad news…
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By Jill Campen | 31.03.25
The cure for the dreaded internal negotiation
At Scotwork, our negotiation consulting clients constantly tell us that the toughest negotiations are internal. These talks are a morass…
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By Brian Buck | 03.03.25
The price of everything, the value of nothing
Price is often the first thing people focus on in a negotiation. It’s easy to measure, easy to compare, and…
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By Horace McDonald | 02.03.25
Whose side are you on?
Whatever you think about Donald Trump, he’s impossible to ignore and boy doesn’t he get a ton of press. In…
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