REAL-WORLD INSIGHTS

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Published: Dec 08 , 2016
Author: Robin Copland

People think of negotiating as “that thing you do when you’re buying a car” (you’re probably haggling), or “that time you took a particularly sinuous series of bends at speed without driving over the cliff edge” (you were probably driving). At Scotwork, we are of the view that negotiating is that thing you do when something happens to make the status quo no longer tenable; in other words, external factors disrupt an ongoing relationship to the extent that contracts and relationships need to be re-aligned

Published: Jan 08 , 2015
Author: John Leehman

One of our clients was close to an agreement with a bank to offer a few preliminary services, which could pave the way for a large-scale project and substantial revenues. As often happens when deals are close to conclusion, the bank’s representative asked for one last concession. She said, “Since the ultimate deal (still not assured to my client) will be worth a lot of money, how about if you offer these preliminary services at no cost?”

Published: Sep 25 , 2014
Author: Stephen White

Imagine this scenario. You are driving through city streets as a passenger with a colleague at the wheel. He is driving faster than the speed limit, trying to get a meeting on time, and is involved in a minor accident; no one is hurt but the police are called. Passers-by who witnessed the event tell the police they think your colleague was speeding. He asks you to speak as a witness on his behalf; to testify that he wasn’t speeding. What would you do? The Universalist sees this problem in terms of the uniformity of the application of laws and regulations. The issues of loyalty and the attempt to be punctual for a meeting are irrelevant; if the law has been broken then the consequences should be suffered by all, notwithstanding special circumstances or relationships...

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All Alone

Strength in numbers… Teamwork makes the dream work... We are better together… We’ve all heard these sayings about the virtues of working together. So much so, it’s often frowned upon when we work in our “silos”. But let’s face it, sometimes we can’t always work in teams to get a job done. At Scotwork we embrace and advocate a team approach to negotiations, but what do you do when you are all by yourself at the negotiation table?

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