Insight
We've got lots to say. With over 35 years experience, 31 offices around the World and over 150 experienced and seasoned negotiators directing their effort toward the subject you would be right in thinking that when it comes to negotiation we have plenty to say.
Below are a selection of our thoughts and tips designed to help guide you through the complex and at first sight, chaotic world of negotiation. Click on the links to download the full articles in PDF format. If you don't have Adobe Acrobat Reader, you can download it free by clicking here.
New Zealands MMP electoral system virtually guarantees our political parties will have to negotiate with each other following each and every election. Britain has just gone through a similar process. The BBC recently provided an in depth analysis of how good (or not!) the political parties managed the process. Are our lot any better? Read more....
We have all put our foot in our mouth at some point in our lives, and it never tastes good! Keith Stacey explores the idea that listening is far more than just hearing. This tip will put their words in your mouth and may help you become a better negotiator. Read more....
Stephen White, Managing Partner of Scotwork UK, addresses the dilemma many negotiators face every day: Who should propose first?
Read more....
As consultants we regularly talk to people on either side of the same negotiation and we often notice that both sides view their position as uniquely negative or disadvantaged. The conclusion being that generally there is scope in most negotiations for us to feel more positive than we currently do and more hopeful than we have previously been; perhaps we have more power than we have to date assumed? Mike Freedman discusses how sometimes walking away is the best thing to do. Read more....
TVNZ slashes it's commissions to Advertising Agencies - shock, horror!! You can only resist change for so long before it becomes inevitable. The problem then becomes how do we manage that change? After years of resisting and avoiding changes in the way they are rewarded, the advertising industry is now having to face up to the change which is now upon them. This article from the Economist highlights changes that not only the advertising industry but many other "professional services" organisations are going to have to deal with sometime soon - payment by results. How are they going to do this? Through negotiation! See the opportunity, not the "problem". Scotwork can help, contact us now.
UK Partner Andrew Farquar draws some parallels between racing driving and negotiating. Read and then tell us - are you in control?
Alan Smith, Scotwork International
But does this matter? What part does fairness play in negotiations? When it comes to negotiating in long term relationships we think fairness, or indeed perceived fairness, plays a big part in the value of the ongoing deal. Why should that be? Read more....
John McMillan, Founding Partner, Scotwork International.
Read the papers and listen to the news and you will be in little doubt that for many companies tough times lie ahead. What should you do? See what happens? Hope for the best? We don't think so. John gives us 8 tips to make sure you and your organisation not only survive but thrive in the current economic environment. Read more....
Adam Sands, Principal Consultant, Scotwork NZ.
Many sales people mistakenly believe that negotiation is all about persuading the other party to buy what they're selling. If this fails they concede on price to get the order. When they say they're "Negotiating" they really mean haggling. Haggling is not negotiating. Haggling is offering your product or service at a lower margin until the other side says "Yes". Adam Sands gives some tips to ensure you do better than this!
Read more....
Alan Smith, Associate Director, Scotwork International.
One of the questions we often get asked is "How do I negotiate when the other side are aggressive, rude or just nasty?" We have 4 key tips that will help when the going gets tough. Read the full article.
Want a good book on negotiation? Save hours loitering in the book shop and check out our suggested reading list.
Need to top up your skills?
If having read some of the articles above you feel the need to sharpen up your negotiation skills, why not attend the worlds leading negotiation skills course? Booking is easy, simply click this link to go to our on line booking system.
If you've already been on one of our world beating Negotiation skills courses, but it's been a while since your training, you may wish to refresh your skills on our one day follow up programme.
If you want to improve your skills even more then why not consider attending Scotwork Skills Builder - the new development programme designed to assist you double your current returns on investment.
If you want to take your skills to the next, more strategic level then we suggest you attended our Next Steps programme.
For those of you yet to go through any of our training programmes, read what past participants say about them.
Other thoughts and tips
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5 Reasons your kids might be better negotiators than you Or How to get better deals by negotiating more like a 6 year old
Simon Letchford, CEO, Scotwork Australia.
Ever notice how effective kids are at getting what they want? We've compiled a list of the top five negotiating skills we've all observed in everyday kids' behaviour which they share with effective negotiators (and no, we don't mean throwing their toys out of the pram…) Click to sign up and read the full article.
Negotiate your salary,tips to make a better job of it
Keith Stacey, Matt Lohmeyer and Mark Spatz, Scotwork Australia
If you are like many of our participants, you'll probably agree that your worst negotiating nightmare is not managing a commercial deal, but negotiating your own salary! Want to know why? We've canvassed the Scotwork Australia team to explore common traps in salary negotiations and to suggest some practical steps to help you get a better deal in your next performance and pay review. Click to sign up and read the full article.
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