Tales from the Table Update – Issue #15
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Negotiation Is Misunderstood
By: Brian Buck
I recently delivered a keynote speech on “How to increase the value of your deals.” There was a lot of buzz at the meet and greet prior to the event about negotiation. As I mingled and people asked me questions about what I do, I quickly realized just how misunderstood negotiation is.
When I tell people that I’m a professional negotiator, I’m asked a lot of questions. The first one is usually, “Are you a lawyer?” That’s the first misunderstanding. Everyone negotiates, not just lawyers.
Negotiating is about creating value for all parties involved. Learn how to create a deal that all parties are willing to put into action from Scotwork experts. Get in touch today.
What’s Your Negotiation PR Strategy?
By: Brian Buck
Ever since there were cave paintings, there’s been publicity. It’s proven effective for everything from Greek philosophers, known as “sophists,” who taught those seeking public office the art of persuasion through rhetoric, to our Founding Fathers using The Federalist Papers to promote the ratification of the Constitution, to modern-day social media influencers scheming to get us to buy their sponsors’ products. With all its capabilities, have you ever thought about how to use publicity in your negotiation?
Helping your team plan for their negotiations is a Scotwork specialty.
Rules of Engagement
By: Brian Buck
I’ve been working recently with a client on a large formal negotiation. In fact, there are 70 people in the negotiating room. Given the size and scope, the negotiation teams agreed on some rules of engagement to keep things organized and orderly. Their approach to the engagement can provide great lessons for even the smallest negotiations.
Since 1975, Scotwork has consulted, coached, and developed hundreds of thousands of business leaders in 30 languages. We are the world’s number one independent negotiation consultancy, operating in 120 countries. We work with organizations large and small across all sectors.
After nearly 50 years, we are still the real deal, helping business professionals make negotiation part of their DNA.
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