{"id":8808,"date":"2026-02-16T12:29:28","date_gmt":"2026-02-16T12:29:28","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/south-africa\/?page_id=8808"},"modified":"2026-05-05T13:05:15","modified_gmt":"2026-05-05T13:05:15","slug":"faq","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/za\/faq\/","title":{"rendered":"FAQ"},"content":{"rendered":"\n<div class=\"wp-block-group alignfull about-us about-us-custom has-base-background-color has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"margin-bottom:var(--wp--preset--spacing--large)\">\n<div style=\"aspect-ratio:auto;min-height:unset;\" class=\"wp-block-cover alignfull sec-hero ban-blog has-aspect-ratio\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1440\" class=\"wp-block-cover__image-background wp-image-9436\" alt=\"\" src=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-scaled.jpg\" style=\"object-position:30% 13%\" data-object-fit=\"cover\" data-object-position=\"30% 13%\" srcset=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-300x169.jpg 300w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-1024x576.jpg 1024w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-768x432.jpg 768w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-1536x864.jpg 1536w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-2048x1152.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<div class=\"wp-block-group alignwide carousel slide has-global-padding is-layout-constrained wp-container-core-group-is-layout-3 wp-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\" style=\"padding-right:var(--wp--preset--spacing--small);padding-left:var(--wp--preset--spacing--small)\">\n<div class=\"wp-block-group alignwide carousel-inner has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group carousel-item active is-vertical is-content-justification-left is-layout-flex wp-container-core-group-is-layout-1 wp-block-group-is-layout-flex\" style=\"padding-top:0\">\n<h2 class=\"wp-block-heading has-georgia-font-family has-max-48-font-size\" style=\"font-style:normal;font-weight:700;line-height:1.1\">Frequently <\/h2>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-max-48-font-size\" style=\"font-style:normal;font-weight:700;line-height:0.8\">Asked <\/h2>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-max-48-font-size\" style=\"font-style:normal;font-weight:700;line-height:0.8\">Questions<\/h2>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group alignwide has-base-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-4 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--small);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--small)\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-2f4d1b3\" id=\"fa-qs\" data-block-id=\"2f4d1b3\"><style>.stk-2f4d1b3 {max-width:750px !important;min-width:auto !important;}<\/style><h1 class=\"stk-block-heading__text\">FAQs<\/h1><\/div>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e70e222 stk-block-background is-style-plain\" data-block-id=\"e70e222\"><style>.stk-e70e222 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e70e222:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-d6fcdb9 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"d6fcdb9\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-d6fcdb9-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-d6fcdb9-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-c657730\" data-block-id=\"c657730\"><style>.stk-c657730 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-b8aa7d8\" id=\"why-choose-scotwork\" data-block-id=\"b8aa7d8\"><style>.stk-b8aa7d8 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-b8aa7d8 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Why choose Scotwork?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-3255896\" data-block-id=\"3255896\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-3255896\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3255896-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3255896-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-2187376 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"2187376\"><style>.stk-2187376-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-2187376-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-2187376-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-4e3a8d1\" data-block-id=\"4e3a8d1\"><p class=\"stk-block-text__text\">Scotwork was founded in 1975 with one objective: to bring structure and clarity to the way people negotiate. Through our&nbsp;<strong>8-Step Approach<\/strong>\u00a9, we became pioneers in the way negotiation was taught, basing our programme around experiential learning through real-world scenarios, video evidence, and coached debriefs. No one else comes close. <\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-3f36fc7 stk-block-background is-style-plain\" data-block-id=\"3f36fc7\"><style>.stk-3f36fc7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-3f36fc7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9dba906 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9dba906\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9dba906-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9dba906-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-ebc4ea1\" data-block-id=\"ebc4ea1\"><style>.stk-ebc4ea1 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-26b80b0\" id=\"is-it-the-same-course-all-over-the-world\" data-block-id=\"26b80b0\"><style>.stk-26b80b0 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-26b80b0 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 767px){.stk-26b80b0 .stk-block-heading__text{line-height:1.5rem !important;}}<\/style><h4 class=\"stk-block-heading__text\">Is it the same course all over the world?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-77a175a\" data-block-id=\"77a175a\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-77a175a\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-77-a-175-a-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-77-a-175-a-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c485dc1 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c485dc1\"><style>.stk-c485dc1-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c485dc1-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c485dc1-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-61aae0d\" data-block-id=\"61aae0d\"><p class=\"stk-block-text__text\">Yes, our global standards are applied locally across all markets. We&nbsp;are unrivalled in our mix of global reach and rich local knowledge. Our network of 180+ local consultants, spanning 30 languages, enables us to adapt to local cultures while delivering consistent, world-class negotiation principles worldwide.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ccd3ff2 stk-block-background is-style-plain\" data-block-id=\"ccd3ff2\"><style>.stk-ccd3ff2 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ccd3ff2:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-255da3d stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"255da3d\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-255da3d-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-255da3d-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-ed13a50\" data-block-id=\"ed13a50\"><style>.stk-ed13a50 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-1d26a19\" id=\"what-countries-and-languages-do-you-operate-in\" data-block-id=\"1d26a19\"><style>.stk-1d26a19 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-1d26a19 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 767px){.stk-1d26a19 .stk-block-heading__text{line-height:1.5rem !important;}}<\/style><h4 class=\"stk-block-heading__text\">What countries and languages do you operate in?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-12134aa\" data-block-id=\"12134aa\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-12134aa\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-12134-aa-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-12134-aa-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-37e4abb stk-block-accordion__content\" data-v=\"4\" data-block-id=\"37e4abb\"><style>.stk-37e4abb-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-37e4abb-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-37e4abb-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-9efa012\" data-block-id=\"9efa012\"><p class=\"stk-block-text__text\">We have coached hundreds of thousands of senior managers in 30 languages, and have grown into the world\u2019s number one independent negotiation consultancy, with offices in 50 countries and operating across 120 countries. <\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9b8f72f stk-block-background is-style-plain\" data-block-id=\"9b8f72f\"><style>.stk-9b8f72f {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9b8f72f:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ca364ac stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ca364ac\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ca364ac-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ca364ac-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b60785e\" data-block-id=\"b60785e\"><style>.stk-b60785e {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4b24acc\" id=\"how-do-you-measure-the-roi-results-of-the-course\" data-block-id=\"4b24acc\"><style>.stk-4b24acc {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4b24acc .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How do you measure the ROI results of the course?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-009fc99\" data-block-id=\"009fc99\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-009fc99\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-009-fc-99-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-009-fc-99-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-cabf011 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"cabf011\"><style>.stk-cabf011-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-cabf011-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-cabf011-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3033e8f\" data-block-id=\"3033e8f\"><p class=\"stk-block-text__text\">We introduced ROI tracking&nbsp;in 1989 and it&nbsp;consistently shows strong client results just 90 days after training through our follow-up questionnaire. Validated by customer feedback and manager outcomes, our clients gain&nbsp;an average ROI of 16.08 x the course fee within three months.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-21b086a stk-block-background is-style-plain\" data-block-id=\"21b086a\"><style>.stk-21b086a {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-21b086a:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4ee11e9 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"4ee11e9\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4ee11e9-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4ee11e9-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-547133c\" data-block-id=\"547133c\"><style>.stk-547133c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-54f8d2f\" id=\"why-do-you-have-a-tutor-ratio-of-6-1\" data-block-id=\"54f8d2f\"><style>.stk-54f8d2f {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-54f8d2f .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Why do you have a tutor ratio of 6:1?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-198c973\" data-block-id=\"198c973\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-198c973\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-198-c-973-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-198-c-973-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-82536a4 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"82536a4\"><style>.stk-82536a4-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-82536a4-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-82536a4-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-32f5433\" data-block-id=\"32f5433\"><p class=\"stk-block-text__text\">We believe that this is the minimum ratio to provide the quality feedback required for the unscripted negotiation debriefs to be constructive following case plays. This guarantees you plenty of high-quality one-on-one time with our consultants for targeted support and advice.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-28dac59 stk-block-background is-style-plain\" data-block-id=\"28dac59\"><style>.stk-28dac59 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-28dac59:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-7919350 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"7919350\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-7919350-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-7919350-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-39dd5e9\" data-block-id=\"39dd5e9\"><style>.stk-39dd5e9 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-cc55ca1\" id=\"how-qualified-are-your-tutors\" data-block-id=\"cc55ca1\"><style>.stk-cc55ca1 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-cc55ca1 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How qualified are your tutors?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d79bc8b\" data-block-id=\"d79bc8b\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d79bc8b\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-79-bc-8-b-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-79-bc-8-b-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4201a00 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"4201a00\"><style>.stk-4201a00-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4201a00-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4201a00-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-98e0be7\" data-block-id=\"98e0be7\"><p class=\"stk-block-text__text\">Our tutors are negotiation experts – real-world business professionals with decades of experience across hundreds of industries. Each tutor has gone through a rigorous 4 stage ‘Train the Trainer\u2019 scheme with regular audits to ensure quality performance and high standards are maintained. &nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-f23c6ee stk-block-background is-style-plain\" data-block-id=\"f23c6ee\"><style>.stk-f23c6ee {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-f23c6ee:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f2d1f50 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"f2d1f50\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f2d1f50-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f2d1f50-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-554f1d9\" data-block-id=\"554f1d9\"><style>.stk-554f1d9 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-09b7013\" id=\"what-sectors-do-you-specialise-in\" data-block-id=\"09b7013\"><style>.stk-09b7013 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-09b7013 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What sectors do you specialise in?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-3a58aea\" data-block-id=\"3a58aea\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-3a58aea\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3-a-58-aea-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3-a-58-aea-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-51267e7 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"51267e7\"><style>.stk-51267e7-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-51267e7-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-51267e7-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-04cc44c\" data-block-id=\"04cc44c\"><p class=\"stk-block-text__text\">We train all sectors – the skills are universal and transferable.&nbsp;With 80% of our course dedicated to live negotiation practice using realistic, real-world scenarios where participants take part in live case-play exercises, we can tailor our cases specific to your sector.&nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9fd4bce stk-block-background is-style-plain\" data-block-id=\"9fd4bce\"><style>.stk-9fd4bce {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9fd4bce:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9d48a52 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9d48a52\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9d48a52-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9d48a52-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-0d070ec\" data-block-id=\"0d070ec\"><style>.stk-0d070ec {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-b320fce\" id=\"can-you-negotiate-on-my-behalf\" data-block-id=\"b320fce\"><style>.stk-b320fce {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-b320fce .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\"> Can you negotiate on my behalf?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-5542175\" data-block-id=\"5542175\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-5542175\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-5542175-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-5542175-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e5110fd stk-block-accordion__content\" data-v=\"4\" data-block-id=\"e5110fd\"><style>.stk-e5110fd-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e5110fd-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e5110fd-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3ed1341\" data-block-id=\"3ed1341\"><p class=\"stk-block-text__text\">Yes, we support our clients in three ways. Firstly, we can advise teams prior to or during negotiations, such as developing a playbook for effective preparation and consistent delivery for recurring negotiations. Secondly, we can join teams during negotiations as a seamless extension of our client\u2019s workforce while bringing independent perspective and discipline. Thirdly, we can lead teams by providing strategic direction, coordination and debriefing as well as helping to unpick the intricacies of complex negotiations.&nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-71061b6 stk-block-background is-style-plain\" data-block-id=\"71061b6\"><style>.stk-71061b6 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-71061b6:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f2ce0b0 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"f2ce0b0\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f2ce0b0-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f2ce0b0-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2dea2e8\" data-block-id=\"2dea2e8\"><style>.stk-2dea2e8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-9dc3880\" id=\"how-much-does-a-scotwork-training-course-cost\" data-block-id=\"9dc3880\"><style>.stk-9dc3880 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-9dc3880 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\"> How much does a Scotwork training course cost?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-b844d3d\" data-block-id=\"b844d3d\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-b844d3d\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-b-844-d-3-d-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-b-844-d-3-d-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e441305 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"e441305\"><style>.stk-e441305-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e441305-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e441305-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-dc0d9b9\" data-block-id=\"dc0d9b9\"><p class=\"stk-block-text__text\">Price varies depending on the type of Scotwork course you attend, the location of the course, whether it’s organisational or open course training, and any additional services requested. To find out more please <a href=\"http:\/\/www.scotwork.com\/contact-us\">contact us<\/a>.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e0fe8dd stk-block-background is-style-plain\" data-block-id=\"e0fe8dd\"><style>.stk-e0fe8dd {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e0fe8dd:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ad686d3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ad686d3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ad686d3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ad686d3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-13527aa\" data-block-id=\"13527aa\"><style>.stk-13527aa {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-07f8792\" id=\"can-you-help-me-embed-the-learnings-post-course\" data-block-id=\"07f8792\"><style>.stk-07f8792 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-07f8792 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Can you help me embed the learnings post-course?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-6b4f62c\" data-block-id=\"6b4f62c\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-6b4f62c\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-4-f-62-c-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-4-f-62-c-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-3677e96 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"3677e96\"><style>.stk-3677e96-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-3677e96-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-3677e96-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-9a7d426\" data-block-id=\"9a7d426\"><p class=\"stk-block-text__text\">We understand that the learning does not end in the classroom and we continue to help strengthen the knowledge and skills, building confidence for future recall and application in your real-world scenarios. We ensure best practice before, during and after all negotiations. We reinforce best practice process, skills and behaviours. We incorporate negotiation best practice into your organisational structure, strategy and processes.&nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-866b40a stk-block-background is-style-plain\" data-block-id=\"866b40a\"><style>.stk-866b40a {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-866b40a:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c684296 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"c684296\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c684296-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c684296-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b5fcd7d\" data-block-id=\"b5fcd7d\"><style>.stk-b5fcd7d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4b659f5\" id=\"do-you-have-recognised-accreditation\" data-block-id=\"4b659f5\"><style>.stk-4b659f5 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4b659f5 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Do you have recognised accreditation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-ba17f6c\" data-block-id=\"ba17f6c\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-ba17f6c\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ba-17-f-6-c-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ba-17-f-6-c-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-2f82542 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"2f82542\"><style>.stk-2f82542-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-2f82542-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-2f82542-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-c901f8e\" data-block-id=\"c901f8e\"><p class=\"stk-block-text__text\">Yes, we have CPD Accreditation for our Advancing Negotiation Skills&nbsp;course. You can also receive a certificate of course completion that you can include in LinkedIn.&nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ecdd101 stk-block-background is-style-plain\" data-block-id=\"ecdd101\"><style>.stk-ecdd101 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ecdd101:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-afd77dc stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"afd77dc\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-afd77dc-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-afd77dc-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-778fb7d\" data-block-id=\"778fb7d\"><style>.stk-778fb7d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-d495976\" id=\"how-can-i-maintain-control-in-a-negotiation\" data-block-id=\"d495976\"><style>.stk-d495976 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-d495976 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I maintain control in a negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-28301ef\" data-block-id=\"28301ef\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-28301ef\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-28301-ef-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-28301-ef-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f0ccb82 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"f0ccb82\"><style>.stk-f0ccb82-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f0ccb82-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f0ccb82-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-a46bd2f\" data-block-id=\"a46bd2f\"><p class=\"stk-block-text__text\">During the 1970\u2019s we developed the 8-Step Approach to negotiating. An understanding of the process allows you to map your progress and decide what needs to be done to move on, to slow things down, and to stall the negotiation until a later date. Your knowledge of the process is one of the fundamental controlling mechanisms at your disposal during a negotiation.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/control-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/control-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-6272ec5 stk-block-background is-style-plain\" data-block-id=\"6272ec5\"><style>.stk-6272ec5 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-6272ec5:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0b2f203 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"0b2f203\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0b2f203-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0b2f203-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-a8ef869\" data-block-id=\"a8ef869\"><style>.stk-a8ef869 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-e6dfe93\" id=\"how-do-i-resolve-conflict-in-the-workplace\" data-block-id=\"e6dfe93\"><style>.stk-e6dfe93 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-e6dfe93 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How do I resolve conflict in the workplace?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-0af178a\" data-block-id=\"0af178a\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-0af178a\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-0-af-178-a-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-0-af-178-a-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-3e71416 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"3e71416\"><style>.stk-3e71416-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-3e71416-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-3e71416-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-813f07d\" data-block-id=\"813f07d\"><p class=\"stk-block-text__text\">Resolve workplace conflict by first identifying its cause and whether it\u2019s a misunderstanding or emotional reaction. Avoid circular arguments – acknowledge the other person\u2019s view and propose solutions. Use negotiation to trade priorities, conceding low-value items for high-value gains. Consider consequences of delay, giving in, or imposing solutions, and aim for practical, mutual agreement.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/resolving-every-day-conflicts\/\">https:\/\/www.scotwork.com\/negotiation-insights\/resolving-every-day-conflicts\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-880b9c7 stk-block-background is-style-plain\" data-block-id=\"880b9c7\"><style>.stk-880b9c7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-880b9c7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-8f23e77 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"8f23e77\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-8f23e77-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-8f23e77-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-7adecee\" data-block-id=\"7adecee\"><style>.stk-7adecee {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0e155c7\" id=\"what-is-procurement-negotiation\" data-block-id=\"0e155c7\"><style>.stk-0e155c7 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0e155c7 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What is procurement negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-a91ca5f\" data-block-id=\"a91ca5f\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-a91ca5f\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-91-ca-5-f-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-91-ca-5-f-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ad8c4aa stk-block-accordion__content\" data-v=\"4\" data-block-id=\"ad8c4aa\"><style>.stk-ad8c4aa-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ad8c4aa-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ad8c4aa-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3862b57\" data-block-id=\"3862b57\"><p class=\"stk-block-text__text\">Procurement negotiation is exactly as it says \u2013 the process by which procurement negotiators communicate with vendors to agree favorable terms within a supply contract. The process is adopted both when negotiating a contract with a new supplier or when negotiating new terms with an existing vendor, as part of the contract renewal process.<\/p><\/div>\n\n\n\n<p>Throughout the procurement process, the procurement team will be managing various internal departments such as IT, Finance or Compliance, as well as multiple vendors. Despite the complex chain of stakeholders, the procurement team needs to be constantly working towards agreeing the fairest price and payment terms, delivery methods, timeframes and quality standards.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/procurement-negotiation-training\/\">https:\/\/www.scotwork.com\/negotiation-insights\/procurement-negotiation-training\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-fedaf77 stk-block-background is-style-plain\" data-block-id=\"fedaf77\"><style>.stk-fedaf77 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-fedaf77:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-533a861 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"533a861\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-533a861-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-533a861-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-16c78b8\" data-block-id=\"16c78b8\"><style>.stk-16c78b8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-efde2a7\" id=\"are-there-different-styles-of-negotiating\" data-block-id=\"efde2a7\"><style>.stk-efde2a7 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-efde2a7 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Are there different styles of negotiating?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-7c3a916\" data-block-id=\"7c3a916\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-7c3a916\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7-c-3-a-916-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7-c-3-a-916-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6829a0f stk-block-accordion__content\" data-v=\"4\" data-block-id=\"6829a0f\"><style>.stk-6829a0f-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6829a0f-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6829a0f-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-93a3833\" data-block-id=\"93a3833\"><p class=\"stk-block-text__text\">We identify 5 leading negotiating styles:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Accommodating – An accommodating negotiator\u2019s primary goal is to maintain the relationship between themselves and the other party.<\/li>\n\n\n\n<li>Avoiding – The avoidance negotiation style is about avoiding conflict at all costs; here, neither the relationship with the client nor the goal of the discussion is essential.<\/li>\n\n\n\n<li>Collaborating – Collaborators are extremely valuable to a business or company for their ability to work as a team with the other party to find solutions and meet the needs of both sides.<\/li>\n\n\n\n<li>Competing – Competitive negotiators are goal-oriented, ruthless and aggressive in how they approach conflict. The relationship with the other party is not a priority.<\/li>\n\n\n\n<li>Compromising<strong> <\/strong>– The compromiser is a neutral negotiation style that looks for mutually beneficial solutions to a conflict. Like hagglers, they want to meet in the middle.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/top-5-negotiation-styles\/\">https:\/\/www.scotwork.com\/negotiation-insights\/top-5-negotiation-styles\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9fdb9f8 stk-block-background is-style-plain\" data-block-id=\"9fdb9f8\"><style>.stk-9fdb9f8 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9fdb9f8:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1054273 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"1054273\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1054273-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1054273-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b526838\" data-block-id=\"b526838\"><style>.stk-b526838 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-364b00a\" id=\"why-should-i-take-an-online-negotiation-course\" data-block-id=\"364b00a\"><style>.stk-364b00a {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-364b00a .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Why should I take an online negotiation course?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-69e0360\" data-block-id=\"69e0360\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-69e0360\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-69-e-0360-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-69-e-0360-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-01c6c3b stk-block-accordion__content\" data-v=\"4\" data-block-id=\"01c6c3b\"><style>.stk-01c6c3b-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-01c6c3b-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-01c6c3b-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-cbe933c\" data-block-id=\"cbe933c\"><p class=\"stk-block-text__text\">A negotiation aims to reach a mutually beneficial agreement between two or more people. It is a fine art, a balancing act that requires you to think critically, listen actively and get creative with your response. However, learning how to do this on your own can feel impossible. Advice is conflicting, and copying your colleagues might get you into bad habits. Scotwork offers virtual training courses and that\u2019s why taking an online negotiation course could be the answer to all of your problems.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/5-reasons-to-take-a-negotiation-course\/\">https:\/\/www.scotwork.com\/negotiation-insights\/5-reasons-to-take-a-negotiation-course\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-cc5ea65 stk-block-background is-style-plain\" data-block-id=\"cc5ea65\"><style>.stk-cc5ea65 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-cc5ea65:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e17a241 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"e17a241\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e17a241-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e17a241-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-fb443c8\" data-block-id=\"fb443c8\"><style>.stk-fb443c8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-c17abb3\" id=\"what-are-the-main-benefits-of-business-negotiation\" data-block-id=\"c17abb3\"><style>.stk-c17abb3 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-c17abb3 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What are the main benefits of business negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-6f3ef52\" data-block-id=\"6f3ef52\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-6f3ef52\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-f-3-ef-52-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-f-3-ef-52-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c88a2f4 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c88a2f4\"><style>.stk-c88a2f4-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c88a2f4-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c88a2f4-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-4f1314f\" data-block-id=\"4f1314f\"><p class=\"stk-block-text__text\">Here are our 5 main benefits of business negotiation:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Builds respect – Negotiating well can leave a lasting impression on others of an excellent problem-solver, innovator and influential director.<\/li>\n\n\n\n<li>Builds confidence – Learning how to negotiate well can allow you to leave your worries at the door when holding a meeting or securing a new deal.<\/li>\n\n\n\n<li>Active listening – Contrary to popular belief, negotiation isn\u2019t just talking the talk. It is about actively listening to what the other party is saying and identifying what they want, what they need, and what is negotiable.<\/li>\n\n\n\n<li>Maximise value – You never want just to accept the first offer you are given in business, usually because it is the best offer for them, but not for you. Negotiating gives you the best chance of making an equal deal that benefits everyone.<\/li>\n\n\n\n<li>Creates win-win situations – Despite what television might have us believe, master negotiators aren\u2019t about beating the other party; they want to create a win-win scenario for everyone.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/the-benefits-of-negotiation-skills-in-business\/\">https:\/\/www.scotwork.com\/negotiation-insights\/the-benefits-of-negotiation-skills-in-business\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9e97ab0 stk-block-background is-style-plain\" data-block-id=\"9e97ab0\"><style>.stk-9e97ab0 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9e97ab0:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6ee3a71 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"6ee3a71\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6ee3a71-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6ee3a71-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-754cdf2\" data-block-id=\"754cdf2\"><style>.stk-754cdf2 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ec38d8b\" id=\"what-are-some-common-myths-about-negotiation\" data-block-id=\"ec38d8b\"><style>.stk-ec38d8b {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-ec38d8b .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What are some common myths about negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-08a1d7b\" data-block-id=\"08a1d7b\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-08a1d7b\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-08-a-1-d-7-b-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-08-a-1-d-7-b-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-70746b5 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"70746b5\"><style>.stk-70746b5-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-70746b5-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-70746b5-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-599d6eb\" data-block-id=\"599d6eb\"><p class=\"stk-block-text__text\">Here are the top 7 negotiation myths:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Negotiation is all about winning<\/li>\n\n\n\n<li>Negotiation is about compromise<\/li>\n\n\n\n<li>Negotiation is all about the price<\/li>\n\n\n\n<li>Good negotiators are born, not made<\/li>\n\n\n\n<li>The first offer sets the anchor<\/li>\n\n\n\n<li>Negotiations are always confrontational<\/li>\n\n\n\n<li>You should never reveal your bottom line<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/negotiation-myths\/\">https:\/\/www.scotwork.com\/negotiation-insights\/negotiation-myths\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-8856a5d stk-block-background is-style-plain\" data-block-id=\"8856a5d\"><style>.stk-8856a5d {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-8856a5d:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-660130c stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"660130c\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-660130c-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-660130c-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-59cf775\" data-block-id=\"59cf775\"><style>.stk-59cf775 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ac5e888\" id=\"how-can-i-approach-cross-cultural-negotiations\" data-block-id=\"ac5e888\"><style>.stk-ac5e888 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-ac5e888 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I approach cross-cultural negotiations?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-06eb90f\" data-block-id=\"06eb90f\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-06eb90f\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-06-eb-90-f-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-06-eb-90-f-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a9cb3af stk-block-accordion__content\" data-v=\"4\" data-block-id=\"a9cb3af\"><style>.stk-a9cb3af-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a9cb3af-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a9cb3af-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ca7c55e\" data-block-id=\"ca7c55e\"><p class=\"stk-block-text__text\">Cross-cultural negotiations can be a challenging task, especially if you are not familiar with the cultural differences between you and the other party. However, with proper preparation and the right approach, you can achieve a successful negotiation outcome. In our article on the topic, we discuss 10 essential tips for successful cross-cultural negotiations.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-successful-cross-cultural-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-successful-cross-cultural-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-dc5e2ad stk-block-background is-style-plain\" data-block-id=\"dc5e2ad\"><style>.stk-dc5e2ad {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-dc5e2ad:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a05932b stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a05932b\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a05932b-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a05932b-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f57284c\" data-block-id=\"f57284c\"><style>.stk-f57284c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-401a07c\" id=\"what-are-the-benefits-of-sales-negotiation-training\" data-block-id=\"401a07c\"><style>.stk-401a07c {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-401a07c .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What are the benefits of sales negotiation training?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-eec82fb\" data-block-id=\"eec82fb\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-eec82fb\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-eec-82-fb-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-eec-82-fb-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6c52162 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"6c52162\"><style>.stk-6c52162-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6c52162-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6c52162-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-82bde37\" data-block-id=\"82bde37\"><p class=\"stk-block-text__text\">Sales negotiation training provides numerous benefits for individuals and organizations looking to improve their negotiation skills. The training can improve communication skills, increase confidence, enhance preparation, improve decision-making, increase revenue, improve relationships, reduce conflicts, improve time management, increase customer satisfaction, and provide a competitive advantage. By investing in sales negotiation training, businesses can improve their negotiation skills, secure better deals, and achieve their objectives.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/benefits-of-sales-negotiation-training\/\">https:\/\/www.scotwork.com\/negotiation-insights\/benefits-of-sales-negotiation-training\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-89c9659 stk-block-background is-style-plain\" data-block-id=\"89c9659\"><style>.stk-89c9659 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-89c9659:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f0fa249 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"f0fa249\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f0fa249-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f0fa249-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-cb3d87e\" data-block-id=\"cb3d87e\"><style>.stk-cb3d87e {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-d1e304c\" id=\"what-are-some-common-negotiation-mistakes\" data-block-id=\"d1e304c\"><style>.stk-d1e304c {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-d1e304c .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What are some common negotiation mistakes?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d87472c\" data-block-id=\"d87472c\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d87472c\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-87472-c-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-87472-c-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1b1b020 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"1b1b020\"><style>.stk-1b1b020-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1b1b020-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1b1b020-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-83f3a84\" data-block-id=\"83f3a84\"><p class=\"stk-block-text__text\">Here are the top 8 mistakes made during negotiations:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Taking shortcuts<\/li>\n\n\n\n<li>Failure to build trust<\/li>\n\n\n\n<li>Lack of preparation<\/li>\n\n\n\n<li>Lack of consideration<\/li>\n\n\n\n<li>Attempting to win dishonestly<\/li>\n\n\n\n<li>Refusal to compromise<\/li>\n\n\n\n<li>Failure to walk away<\/li>\n\n\n\n<li>Letting emotions get in the way<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/\">https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-23d02f7 stk-block-background is-style-plain\" data-block-id=\"23d02f7\"><style>.stk-23d02f7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-23d02f7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-09fd760 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"09fd760\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-09fd760-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-09fd760-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-45647b2\" data-block-id=\"45647b2\"><style>.stk-45647b2 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-6f7fdf0\" id=\"is-body-language-important-in-negotiation\" data-block-id=\"6f7fdf0\"><style>.stk-6f7fdf0 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-6f7fdf0 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Is body language important in negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-41bc21a\" data-block-id=\"41bc21a\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-41bc21a\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-41-bc-21-a-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-41-bc-21-a-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-eba53ad stk-block-accordion__content\" data-v=\"4\" data-block-id=\"eba53ad\"><style>.stk-eba53ad-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-eba53ad-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-eba53ad-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ca1b8d9\" data-block-id=\"ca1b8d9\"><p class=\"stk-block-text__text\">Negotiation aims to create a mutually advantageous agreement between two or more parties. Verbal communication is important but reading someone’s intentions, feelings, and reactions through body language is also possible.<\/p><\/div>\n\n\n\n<p>Body language includes nonverbal signs, including posture, gestures, and facial expressions, that can convey a person’s genuine emotions and intentions. Negotiators can better understand the opposing party’s viewpoint by observing these cues, which will aid them in navigating the negotiation process.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Maintaining eye contact, adopting an open stance, and making welcoming gestures are examples of positive body language that foster trust and encourage open communication, resulting in a more productive negotiation environment.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Confident body language can assist in building credibility and affect how our bargaining skills and abilities are perceived. Examples of such body language include standing strong, making assertive gestures, and being cool.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/is-body-language-important-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/is-body-language-important-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-40a923e stk-block-background is-style-plain\" data-block-id=\"40a923e\"><style>.stk-40a923e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-40a923e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1296e57 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"1296e57\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1296e57-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1296e57-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-54b12ee\" data-block-id=\"54b12ee\"><style>.stk-54b12ee {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4f7ac39\" id=\"how-can-i-negotiate-virtually\" data-block-id=\"4f7ac39\"><style>.stk-4f7ac39 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4f7ac39 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I negotiate virtually?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-18d0639\" data-block-id=\"18d0639\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-18d0639\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-18-d-0639-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-18-d-0639-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-178baaa stk-block-accordion__content\" data-v=\"4\" data-block-id=\"178baaa\"><style>.stk-178baaa-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-178baaa-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-178baaa-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-f8a0f08\" data-block-id=\"f8a0f08\"><p class=\"stk-block-text__text\">Scotwork offers virtual training courses and here are our top tips to get the most out of your virtual negotiations.<\/p><\/div>\n\n\n\n<p>Preparation: Preparing for virtual negotiations is crucial. In fact, preparation plays a more important role in virtual negotiation than it does in face-to-face negotiations.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Technology: With the right technology in place, you can not only overcome the challenges of virtual negotiations but also leverage the benefits to achieve successful outcomes.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Be Creative: Thinking outside of the box can help you come up with unique solutions and create value in a virtual negotiation. One way to be creative is to think about the interests and needs of the other party beyond their stated positions. You can also use storytelling or metaphors to illustrate your points and make them more memorable and compelling. By engaging the other party’s imagination and emotions, you can build rapport and influence their decision-making.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/virtual-negotiations\/\">https:\/\/www.scotwork.com\/negotiation-insights\/virtual-negotiations\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-c07f84f stk-block-background is-style-plain\" data-block-id=\"c07f84f\"><style>.stk-c07f84f {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-c07f84f:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a3864c7 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a3864c7\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a3864c7-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a3864c7-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2fadf54\" data-block-id=\"2fadf54\"><style>.stk-2fadf54 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-72e8919\" id=\"how-can-i-break-a-deadlock-in-negotiation\" data-block-id=\"72e8919\"><style>.stk-72e8919 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-72e8919 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I break a deadlock in negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-c99ac07\" data-block-id=\"c99ac07\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-c99ac07\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-c-99-ac-07-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-c-99-ac-07-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a368067 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"a368067\"><style>.stk-a368067-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a368067-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a368067-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-c78b3b4\" data-block-id=\"c78b3b4\"><p class=\"stk-block-text__text\">A deadlock occurs when no one is prepared to concede and negotiating parties cannot reach an agreement. The key to breaking deadlock is to focus on the collective goal \u2013 to identify and agree on a \u201cwin-win\u201d outcome. That\u2019s often easier said than done, particularly when emotions are running high.<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Take a break.<\/li>\n\n\n\n<li>Reframe your offer.<\/li>\n\n\n\n<li>Problem solve.<\/li>\n\n\n\n<li>Find common ground.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>Remembering that the negotiating party is human can help you to empathise and recognise their feelings. Deadlock can be resolved constructively by adopting techniques such as establishing common ground or reframing your offer. Such negotiating approaches can help get fellow negotiators back onside and get the ball rolling again.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-break-a-deadlock-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-break-a-deadlock-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-09030c4 stk-block-background is-style-plain\" data-block-id=\"09030c4\"><style>.stk-09030c4 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-09030c4:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ce2b65e stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ce2b65e\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ce2b65e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ce2b65e-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-4558a12\" data-block-id=\"4558a12\"><style>.stk-4558a12 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4919e5d\" id=\"how-can-i-build-relationships-in-negotiating\" data-block-id=\"4919e5d\"><style>.stk-4919e5d {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4919e5d .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I build relationships in negotiating?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-6b8c449\" data-block-id=\"6b8c449\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-6b8c449\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-8-c-449-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-8-c-449-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-5d63194 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"5d63194\"><style>.stk-5d63194-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-5d63194-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-5d63194-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ef1df4f\" data-block-id=\"ef1df4f\"><p class=\"stk-block-text__text\">Let\u2019s take a look at some top tips for solid relationship building in negotiation.<br>&nbsp;<br>Open communication – Clear communication is imperative when there\u2019s room for misunderstandings, like when negotiations span countries or industries.<br>&nbsp;<br>Build trust – Trust is usually earned over time, through actions that demonstrate reliability and integrity. If you\u2019ve promised to do something, follow through. If something prevents you from doing so, be open about it.<br>&nbsp;<br>Empathise – Practice active listening, frequently playing back the other side\u2019s responses to ensure you understand their motivation. When you listen closely to someone, they\u2019re more inclined to trust you and you may learn more about their interests, opening the door to alternative solutions if you\u2019ve hit a deadlock.<br>&nbsp;<br>Manage conflict – How you manage conflict can earn you a degree of respect. Ignoring the problem won\u2019t make it go away, and can make the other person feel frustrated. They may even believe you have contempt for them, putting them off from working with you again.<br>&nbsp;<br>Collaborate – By working together with your deal partners, you can create deals that benefit both sides. Everyone will feel more invested in the agreement and more prepared to accept the outcome.<br>&nbsp;<br><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-relationship-building-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-relationship-building-in-negotiation\/<\/a><\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-c9db51e stk-block-background is-style-plain\" data-block-id=\"c9db51e\"><style>.stk-c9db51e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-c9db51e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6920a21 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"6920a21\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6920a21-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6920a21-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-132f6bb\" data-block-id=\"132f6bb\"><style>.stk-132f6bb {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-5ade924\" id=\"what-questions-should-i-ask-during-a-negotiation\" data-block-id=\"5ade924\"><style>.stk-5ade924 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-5ade924 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What questions should I ask during a negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-95f4737\" data-block-id=\"95f4737\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-95f4737\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-95-f-4737-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-95-f-4737-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9bd7940 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"9bd7940\"><style>.stk-9bd7940-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9bd7940-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9bd7940-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ff5f9f7\" data-block-id=\"ff5f9f7\"><p class=\"stk-block-text__text\">Here are five types of questions that will keep you in control, even when the negotiation takes an unexpected turn.<\/p><\/div>\n\n\n\n<p>Open-ended questions – Open-ended questions are those that require an answer beyond a basic “yes” or “no.” They usually begin with “how” or “what” and are an effective means of encouraging dialogue and building rapport.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Probing questions – A subset of open-ended questions, probing questions help uncover extra information from the other party. Use probing questions as a way to draw out a deeper answer if you feel that the other party is displaying emotional resistance and holding back useful information.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Clarifying questions – Clarifying questions help to confirm whether you have understood the other side’s proposal correctly, or not, before you sign on the dotted line.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Hypothetical questions – Hypothetical questions can be used as a strategic device to allow you to successfully broach uncomfortable yet relevant information without offending.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>No-oriented questions<strong> <\/strong>– It might sound counterintuitive, but introducing no-orientated questions into the state of play can yield some positive results. By giving the other person an “out” (permission to say no), they are likely to feel more in control and, as a result, more positively disposed towards you for the duration of the negotiation.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/questions-to-ask-during-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/questions-to-ask-during-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e5d9656 stk-block-background is-style-plain\" data-block-id=\"e5d9656\"><style>.stk-e5d9656 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e5d9656:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-48a2113 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"48a2113\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-48a2113-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-48a2113-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2c77b2d\" data-block-id=\"2c77b2d\"><style>.stk-2c77b2d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0d737b5\" id=\"how-can-i-renegotiate-contract-terms-successfully\" data-block-id=\"0d737b5\"><style>.stk-0d737b5 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0d737b5 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I renegotiate contract terms successfully?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-4541ccb\" data-block-id=\"4541ccb\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-4541ccb\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-4541-ccb-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-4541-ccb-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-fdfd6db stk-block-accordion__content\" data-v=\"4\" data-block-id=\"fdfd6db\"><style>.stk-fdfd6db-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-fdfd6db-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-fdfd6db-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-79321ae\" data-block-id=\"79321ae\"><p class=\"stk-block-text__text\">According to Scotwork research, over 80% of sales negotiators have no fallback plan for when negotiated contracts don’t work as hoped. With the right preparation, renegotiation is an option.<\/p><\/div>\n\n\n\n<p>If your contract is longer-term and cannot be changed, or a renegotiation clause has been omitted, you can still change the outcome by making a new proposal, making sure that it:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Addresses inequalities<\/li>\n\n\n\n<li>Is specific<\/li>\n\n\n\n<li>Is a trade, not a demand<\/li>\n\n\n\n<li>Gets the right people on board<\/li>\n<\/ul>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-renegotiate-a-contract\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-renegotiate-a-contract\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-4a82f72 stk-block-background is-style-plain\" data-block-id=\"4a82f72\"><style>.stk-4a82f72 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-4a82f72:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ecfd7af stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ecfd7af\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ecfd7af-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ecfd7af-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f9f4ebe\" data-block-id=\"f9f4ebe\"><style>.stk-f9f4ebe {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-8badfe7\" id=\"what-does-non-negotiable-mean\" data-block-id=\"8badfe7\"><style>.stk-8badfe7 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-8badfe7 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What does non-negotiable mean?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-bf82b57\" data-block-id=\"bf82b57\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-bf82b57\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-bf-82-b-57-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-bf-82-b-57-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4733ff0 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"4733ff0\"><style>.stk-4733ff0-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4733ff0-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4733ff0-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3f47863\" data-block-id=\"3f47863\"><p class=\"stk-block-text__text\">What does non-negotiable mean in the context of high-stakes negotiation? It’s not just a strongly worded preference; this term refers to core values, beliefs, or requirements that are often considered deal breakers.<\/p><\/div>\n\n\n\n<p>Non-negotiables mark the point at which the agreement ceases to be beneficial or becomes too risky to continue.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/non-negotiable-meaning\/\">https:\/\/www.scotwork.com\/negotiation-insights\/non-negotiable-meaning\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-2557f8c stk-block-background is-style-plain\" data-block-id=\"2557f8c\"><style>.stk-2557f8c {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-2557f8c:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a3a96e3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a3a96e3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a3a96e3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a3a96e3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-4f5e84d\" data-block-id=\"4f5e84d\"><style>.stk-4f5e84d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-8948928\" id=\"how-can-i-negotiate-severance\" data-block-id=\"8948928\"><style>.stk-8948928 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-8948928 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How can I negotiate severance?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-7219592\" data-block-id=\"7219592\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-7219592\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7219592-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7219592-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1753f9e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"1753f9e\"><style>.stk-1753f9e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1753f9e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1753f9e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-63b82e7\" data-block-id=\"63b82e7\"><p class=\"stk-block-text__text\">What many employees don’t realise is that most employers expect some level of negotiation of a severance package.<\/p><\/div>\n\n\n\n<p>Severance negotiations are a vital part of ensuring you receive the severance pay that reflects your value and accurately compensates you for your length of service. In our article we go into the best ways you can prepare to negotiate your severance, including some top strategies and tactics.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-severance\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-severance\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-3b8b33e stk-block-background is-style-plain\" data-block-id=\"3b8b33e\"><style>.stk-3b8b33e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-3b8b33e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-876f287 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"876f287\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-876f287-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-876f287-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-824577a\" data-block-id=\"824577a\"><style>.stk-824577a {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ec3ed97\" id=\"why-do-negotiations-fail\" data-block-id=\"ec3ed97\"><style>.stk-ec3ed97 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-ec3ed97 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Why do negotiations fail?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-9c12883\" data-block-id=\"9c12883\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-9c12883\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-9-c-12883-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-9-c-12883-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c80191e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c80191e\"><style>.stk-c80191e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c80191e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c80191e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-70e5273\" data-block-id=\"70e5273\"><p class=\"stk-block-text__text\">Negotiations often fail because of poor preparation, emotional reactions, lack of clarity on priorities, or an over-focus on winning rather than structuring value.<\/p><\/div>\n\n\n\n<p>Failure is rarely caused by price alone. It is usually behavioural.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/\">https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ca53340 stk-block-background is-style-plain\" data-block-id=\"ca53340\"><style>.stk-ca53340 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ca53340:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9644687 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9644687\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9644687-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9644687-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-bd9ff96\" data-block-id=\"bd9ff96\"><style>.stk-bd9ff96 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-9d60b95\" id=\"what-is-a-fallback-position-in-negotiation\" data-block-id=\"9d60b95\"><style>.stk-9d60b95 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-9d60b95 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What is a fallback position in negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d7f1364\" data-block-id=\"d7f1364\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d7f1364\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-7-f-1364-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-7-f-1364-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-081bdcf stk-block-accordion__content\" data-v=\"4\" data-block-id=\"081bdcf\"><style>.stk-081bdcf-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-081bdcf-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-081bdcf-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-0c7aee8\" data-block-id=\"0c7aee8\"><p class=\"stk-block-text__text\">A fallback position is an alternative outcome you are prepared to accept if your primary objective cannot be achieved.<\/p><\/div>\n\n\n\n<p>Having a clear fallback reduces emotional decision-making and prevents last-minute concessions driven by pressure.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/resources\/we-surveyed-6-600-salespeople-and-this-is-what-we-found\">https:\/\/www.scotwork.com\/resources\/we-surveyed-6-600-salespeople-and-this-is-what-we-found<\/a>  <\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-f4e4427 stk-block-background is-style-plain\" data-block-id=\"f4e4427\"><style>.stk-f4e4427 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-f4e4427:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-b5ca958 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"b5ca958\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b5ca958-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b5ca958-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-cf807ec\" data-block-id=\"cf807ec\"><style>.stk-cf807ec {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-be28baf\" id=\"what-is-the-difference-between-position-and-interest-in-negotiation\" data-block-id=\"be28baf\"><style>.stk-be28baf {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-be28baf .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What is the difference between position and interest in negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-3412fc6\" data-block-id=\"3412fc6\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-3412fc6\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3412-fc-6-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3412-fc-6-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-7bb545e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"7bb545e\"><style>.stk-7bb545e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-7bb545e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-7bb545e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-4c2f61a\" data-block-id=\"4c2f61a\"><p class=\"stk-block-text__text\">A position is what someone says they want. An interest is why they want it.<\/p><\/div>\n\n\n\n<p>Positions often conflict. Interests can often be aligned.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Effective negotiators move beyond stated positions to uncover underlying interests, creating more variables to trade and increasing the chances of agreement.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\">https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-b9fc409 stk-block-background is-style-plain\" data-block-id=\"b9fc409\"><style>.stk-b9fc409 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-b9fc409:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c7d87d3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"c7d87d3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c7d87d3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c7d87d3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-58e570c\" data-block-id=\"58e570c\"><style>.stk-58e570c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0d72ee0\" id=\"what-is-the-role-of-leadership-in-a-negotiation\" data-block-id=\"0d72ee0\"><style>.stk-0d72ee0 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0d72ee0 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What is the role of Leadership in a negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-44ce277\" data-block-id=\"44ce277\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-44ce277\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-44-ce-277-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-44-ce-277-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c9e4879 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c9e4879\"><style>.stk-c9e4879-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c9e4879-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c9e4879-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-5ffce1f\" data-block-id=\"5ffce1f\"><p class=\"stk-block-text__text\">Leadership sets the tone, model and standards for behaviour throughout the organisation. Leaders influence negotiation outcomes not by making every decision themselves, but by shaping culture, expectations and capability.<\/p><\/div>\n\n\n\n<p>Effective negotiation leadership involves:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Creating a clear negotiation framework and process<\/li>\n\n\n\n<li>Encouraging disciplined preparation and role clarity<\/li>\n\n\n\n<li>Ensuring teams understand organisational priorities and limits<\/li>\n\n\n\n<li>Modelling the behaviours the organisation values in negotiation<\/li>\n\n\n\n<li>Coaching and developing others to handle complexity and pressure<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>When leaders embed structured negotiation behaviours, they increase consistency, reduce risk and strengthen outcomes at all levels of the organisation.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/what-is-the-role-of-leadership-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/what-is-the-role-of-leadership-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9e5aadc stk-block-background is-style-plain\" data-block-id=\"9e5aadc\"><style>.stk-9e5aadc {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9e5aadc:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4f0659f stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"4f0659f\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4f0659f-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4f0659f-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-5f9755d\" data-block-id=\"5f9755d\"><style>.stk-5f9755d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-2ba64bc\" id=\"how-does-behaviour-influence-negotiations\" data-block-id=\"2ba64bc\"><style>.stk-2ba64bc {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-2ba64bc .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How does behaviour influence negotiations?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d9d9dc5\" data-block-id=\"d9d9dc5\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d9d9dc5\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-9-d-9-dc-5-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-9-d-9-dc-5-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f1ead6d stk-block-accordion__content\" data-v=\"4\" data-block-id=\"f1ead6d\"><style>.stk-f1ead6d-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f1ead6d-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f1ead6d-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-5e903ef\" data-block-id=\"5e903ef\"><p class=\"stk-block-text__text\">Behaviour shapes how people communicate, make decisions and respond to pressure. Differences in behavioural style influence how parties gather information, interpret offers, manage conflict and build trust.<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Understanding behaviour helps negotiators:<\/li>\n\n\n\n<li>Communicate in ways the other side can receive<\/li>\n\n\n\n<li>Adjust their approach to reduce friction<\/li>\n\n\n\n<li>Recognise pressure tactics and avoid reacting emotionally<\/li>\n\n\n\n<li>Use their own style effectively while compensating for weaknesses<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>Behaviour profiling isn\u2019t about personality labels,&nbsp; it\u2019s about adapting actions so negotiators remain constructive, disciplined and outcome-focused under pressure.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/behaviour-profiling-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/behaviour-profiling-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-fccf9ff stk-block-background is-style-plain\" data-block-id=\"fccf9ff\"><style>.stk-fccf9ff {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-fccf9ff:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-8657fa2 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"8657fa2\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-8657fa2-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-8657fa2-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-66f18be\" data-block-id=\"66f18be\"><style>.stk-66f18be {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-57b364a\" id=\"how-to-negotiate-with-a-liar\" data-block-id=\"57b364a\"><style>.stk-57b364a {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-57b364a .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">How to negotiate with a liar?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-a4c81fd\" data-block-id=\"a4c81fd\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-a4c81fd\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-4-c-81-fd-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-4-c-81-fd-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-130387e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"130387e\"><style>.stk-130387e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-130387e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-130387e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-04ec80c\" data-block-id=\"04ec80c\"><p class=\"stk-block-text__text\">When you suspect the other side is being untruthful, negotiation success depends on focusing on behavioural discipline and objective standards, rather than getting drawn into arguments about honesty.<\/p><\/div>\n\n\n\n<p>Key approaches include:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Separate behaviour from the issue: Stay focused on interests and observable facts rather than debating truthfulness.<\/li>\n\n\n\n<li>Demand clarity and evidence: Ask questions that require specific information or proof rather than accepting vague claims.<\/li>\n\n\n\n<li>Use objective criteria: Anchor the discussion on verifiable standards (data, benchmarks, documented requirements) rather than subjective statements.<\/li>\n\n\n\n<li>Control the process, not the accusation: Calling someone a liar rarely helps; instead, reinforce the negotiation structure and expectations.<\/li>\n\n\n\n<li>Watch patterns, not one statements: Consistent inconsistencies matter more than isolated slips.<\/li>\n<\/ul>\n\n\n\n<p>When you emphasise verifiable information and process over debate about truth, you maintain leverage and keep the negotiation productive.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-with-a-liar\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-with-a-liar\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-8ac4152 stk-block-background is-style-plain\" data-block-id=\"8ac4152\"><style>.stk-8ac4152 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-8ac4152:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0e252fe stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"0e252fe\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0e252fe-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0e252fe-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f1a7eba\" data-block-id=\"f1a7eba\"><style>.stk-f1a7eba {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-70621e8\" id=\"what-are-no-oriented-questions-in-a-negotiation\" data-block-id=\"70621e8\"><style>.stk-70621e8 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-70621e8 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">What are no-oriented questions in a negotiation?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-ae1611e\" data-block-id=\"ae1611e\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-ae1611e\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ae-1611-e-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ae-1611-e-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c899b84 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c899b84\"><style>.stk-c899b84-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c899b84-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c899b84-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-beb5613\" data-block-id=\"beb5613\"><p class=\"stk-block-text__text\">No-oriented questions are framing techniques that invite the other party to answer \u201cno,\u201d which can make people feel more comfortable, safe, and in control. These questions reduce defensiveness and open up deeper conversation.<\/p><\/div>\n\n\n\n<p>For example, rather than asking \u201c<strong>Do you agree with this?<\/strong>\u201d, you might ask:<\/p>\n\n\n\n<p>\u201c<strong>Is it unreasonable to think that\u2026?<\/strong>\u201d or<\/p>\n\n\n\n<p>\u201c<strong>Is now a bad time to discuss this?<\/strong>\u201d<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>A \u201cno\u201d answer signals that the respondent feels in control and less pressured, which often leads to more honest dialogue and better outcomes.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>FAQs Why choose Scotwork? Scotwork was founded in 1975 with one objective: to bring structure and clarity to the way people negotiate. Through our&nbsp;8-Step Approach\u00a9, we became pioneers in the way negotiation was taught, basing our programme around experiential learning through real-world scenarios, video evidence, and coached debriefs. No one else comes close. Is it…<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-8808","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Frequently Asked Questions - Scotwork South Africa<\/title>\n<meta name=\"description\" content=\"Find answers to FAQs about Scotwork South Africa negotiation training, global delivery, ROI, accreditation, course costs and practical negotiation skills.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.scotwork.com\/za\/faq\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Frequently Asked Questions - 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