Controversial Tales of the Unexpected
Earlier this year we asked Scotwork alumni and blog readers to give their responses to some negotiating dilemmas which involve controversial situations. We were interested in the ‘on the hoof’ decisions with an ethical dimension which we all have to make from time to time during a negotiation.
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Is Negotiation in Your Company’s DNA?
Does your team understand what defines a “great” negotiation outcome for the organisation? Read our 9 key steps to the transformation process to becoming a negotiating organisation
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Pushing Price Rises – A Tactical Toolkit
Businesses everywhere are confronting demands for price increases from their customers and suppliers. In some cases, it is a question of survival. It is important therefore, to act quickly and get to the head of the queue. As such, here are some useful tips…
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Fending Off Inflationary Demands
Price rises are the norm, and probably will be for the foreseeable future. Some requests for increases will be legitimate, many will be opportunistic. As the front-line defence, it is incumbent on supply and procurement managers to be ready. With this in mind, here are some of the key things to consider when preparing your defences against creeping costs…
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Navigating Tariffs in Commercial Deals
In our brand new eBook, we provide expert advice on how to take a strategic, well-prepared approach to renegotiation—one that protects margins, maintains relationships, and builds resilience for future deals.
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Negotiating Skills Capability Survey – Then and Now
In 2016 we introduced our Negotiating Skills Capability Survey. It was designed to measure how well teams negotiate and to benchmark participants against what we consider global best practice. Eight years on, we have revisited the early data to see what, if anything, has changed in that time.
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The Dirty Tricks of Negotiation – Part 2
Every day Scotwork experts observe negotiation in action all over the world. Over 100,000 hours of deal-making analysis has exposed a minefield of sneaky tactics, ranging from the slightly questionable to the downright dirty. Dirty Tricks Volume 2 builds upon the popularity of Dirty Tricks Volume 1 and brings together 10 more of the most notorious negotiation tricks.
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The Dirty Tricks of Negotiation
Negotiation can be hazardous. There are dozens of underhand tactics out there designed to wrest control and push you from the negotiating table empty-handed. Hard to detect, these dirty tricks can be ruthlessly effective. They can catch you off-guard and force you to concede again and again. Identifying and side-stepping these threats will help you keep control and secure a better deal.
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