REAL-WORLD INSIGHTS
Every week I enjoy a news magazine called “The Week”, and one of its features is a column of quotations which it calls “Wit and Wisdom”. One I read recently had, I thought, a relevance to negotiating as Scotwork…
Clients frequently tell us, “We want a better deal.” I get it: The phrase rolls off the tongue, feels assertive, and suggests a sense of urgency and purpose. But what does “better” mean? Without a clear objective, negotiators are at risk of damagi...
If you write about negotiation, then there is a strange yet tangible appreciation in observing the mind-boggling chaos a certain Donald J Trump has brought to the world. A man who claims to be a brilliant negotiator is literally giving…
Responding is methodical and thoughtful; reacting is emotional and chaotic. This distinction is critical in the turbulent waters of tariff changes and trade wars. Reacting to headlines is easy — it’s the knee-jerk, instinct-driven choice. But succ...
