Some error occured while loading the Quick View. Please close the Quick View and try reloading the page.
Once Upon a Deal... brought us a collection of stories that revealed how the principles of negotiation play out in everyday life. Now this new volume, published to mark Scotwork’s 50th anniversary as the world’s leading negotiation skills training company, brings even more entertaining, up-to-the-minute stories drawn from the team’s extensive and rich experience across many sectors and situations. Negotiation is everywhere: discover how to do it well.
Conflict is a constant in all areas of commerce, politics and society. As one of the most important ways to resolve conflict, having an understanding of negotiation is vitally important and whilst we believe improving capability is best done in a classroom (physical or virtual) this book will help the reader understand some of the core principles of negotiation through the lens of Scotwork’s 8-Step Framework.
Whether you’re negotiating the price of your house extension or a major commercial or trade deal, the insights from these stories will help you get a better deal.
Get ready to rethink negotiation, and discover practical tips and tricks along the way to build your skill and confidence.
Celebrating SCOTWORK’s 50th year in developing capability in negotiation. A new up-to-date set of stories drawn from the team’s extensive and deep experience in negotiation across many sectors and negotiation contexts.
Horace has worked in the commercial world his entire career and has woven his way through Unilever, EMI Records, The Guardian Media Group, System1 Group and now Scotwork. Horace initially landed at Scotwork in early 2021 as Business Development Director. A year after he was promoted to the role of CEO of the UK Business focussing on building the business and maximising the capability of the UK team. Horace has also served as a Trustee of Hoxton Hall one of the UK’s oldest music halls.
Scotwork has now been in the business of developing capability in commercial negotiation for 50 years and this book features a new set of stories as part of the 50th anniversary celebrations: these entertaining stories are similarly drawn from the team’s extensive and rich experience across many sectors and situations.
- Cover
- Endorsements
- Title
- Copyright
- Contents
- Preface
- Chapter 1: Effective preparation
- Penalty!
- Negotiator Barbie: lessons from Mattel’s iconic success
- ‘It’s the economy stupid’
- Shifting sands
- Trick or treating
- Man ‘o’ man
- Blossoming confusion
- Crystal balls
- AI gone wrong…
- Giving to get
- Olympic success
- Caught off guard?
- Please open the gate!
- No alarm and no surprises
- Looking through my lens…
- Unwrapping success in the retail industry
- The house always wins
- Do you say yes to the dress?
- Chapter 2: The Argue step
- A stitch in time
- The importance of being open
- The not so subtle art of persuasion
- Behaviour breeds behaviour
- It’s not you, it’s me
- Think fast, slowly
- Sliding windows
- Back off!
- Negotiating space
- The sooner the better…
- Biden bows out
- Hyperbole
- Do you feel lucky?
- Question mark
- Power play
- Chapter 3: Reading and responding to signals
- Get the picture?
- A negotiator’s crystal ball?
- The sound of silence
- Signal failure?
- Not even in the room
- ‘These are not the droids you are looking for’
- The imbalance of power
- Flash Keegan
- Chapter 4: Creating momentum through proposals
- My kind of proposal this Valentine’s
- A Messi way to negotiate
- Brownie points
- Go extreme or go home
- Rubbish on the streets of Edinburgh
- Two important tactical negotiating lessons
- Tell me why…
- Who goes first?
- A strategy in need of surgery?
- Proposals that take the risk
- The meaning of lie
- Pholly
- Chapter 5: Packaging to create more value
- It’s a man’s world?...
- When is the price the price?
- ’Tis a season to be (not so) jolly
- ’Ave yer done?
- You want it when????
- Another fine mess!
- The hair stays
- Drastic discounts or deception…
- Chapter 6: Bargain to create more value
- Price increases
- Cupid’s arrows
- Just plumb wrong!
- Pennies from heaven?
- The past is a foreign country: they do things differently there
- Creativity: it’s more than just chickens confronting existence
- Red, red line
- Beware the perils of giving in
- From left field
- The bank is closed…
- Chapter 7: Close to getting the deal over the line
- Beware the trap of just one more thing
- Do I or don’t I say?
- Chapter 8: Agree and document what has been agreed
- What did I just agree to, again?
- Mine all mine
- When you let ‘the boss’ get involved in the negotiation when they are not prepared
- Wanna bet?
- Agreeing: the work of the devil
- Once Upon a Deal… – Author bios
- John McMillan (Scotwork Founder)
- Alan Smith
- Stephen White
- Horace McDonald
- David Bannister
- Tom Feinson
- Annabel Shorter
- Ellis Croft
- Ann Parr
- Siobhan Bermingham
- Index