Thought-leaders in Negotiation, Negotiation Insights

Blogs

The End of the 'Dictated Terms' Era

Ben Byth 4th June 2026

AI is dismantling the old 'moats' and redistributing negotiating power. If you're still negotiating like you dictate the terms, you’re already behind....

How Self Aware are You as a Negotiator?

Keith Stacey 21st May 2026

It’s easy to rely on a negotiation formula that has brought past success. But true mastery requires the self-awareness to adapt when the landscape changes. Explore four critical lessons in strategic patience and cultural agility, drawing on a fasc...

A Rare Moment for Fierce Agreement?

Ben Byth 12th May 2026

AI isn’t just a tech shift; it’s a shift in negotiating power. 'Fierce agreement' is possible in Industrial Relations when employers and employees trade real productivity gains for meaningful rewards...

Pushing a Price Rise is Harder Than It Looks

Jacob Hall 28th April 2026

Pushing a price rise is not just an administrative exercise. It is a negotiation. And like all negotiations, it is shaped as much by perception, timing, and the execution as it is by cost...

Negotiating Foundation Workshop

The Negotiating Foundation Workshop starts you on a life-changing journey towards negotiating control

Advancing Negotiation Skills

Start your negotiating skills training here

Virtual Advancing Negotiation Skills

Start your virtual skills journey here

Negotiating Essentials

Introduction to the process of negotiation

Coaching Negotiation Skills

Keep your people negotiation-ready

Strategic Negotiating Brochure

Plan and prepare your teams

Negotiation Skills Capability Survey Brochure

Have you ever asked yourself how well your team or your organisation negotiates? The NSCS will benchmark your people against our assessment of best practice worldwide and give you a report to help you to understand strengths and development needs

Capability Survey Findings Report

During 2015, Scotwork developed a Negotiating Skills Capability Survey to tackle the question: “How well do my people negotiate?” We are now in a position to be able to say that we have one of the most comprehensive sets of researched data about negotiators and their own views of their capabilities, shortcomings and understanding of the negotiating process

Powerful Results

Key findings from Scotwork course participants, covering improved performance, financial return and personal benefits

The Negotiating Profile

Give your negotiators the power of self-improvement

Defence Specific ANS

Helping defence and industry deliver better value and develop collaborative, win-win outcomes

Negotiation Refresher Workshop

Build and refine your repertoire of negotiation skills

Negotiating Top Tips Workshop

A tailored workshop to assist your negotiation needs

Ebooks

Power doesn’t come from standing firm, it comes from thinking differently. The most successful negotiators know that a well-placed yes can achieve more than a hundred no’s, unlocking value for both sides. This ebook shows you how to tap into that power. You’ll discover practical approaches to turn negotiations into collaborative, value-building conversations, without adding cost.

Mind Games: What Psychology Experiments Reveal About Negotiation Behaviours

This handbook explores five famous psychological experiments and Scotwork's view on how their findings play out in real-world negotiation scenarios. If you're serious about becoming a more effective negotiator, this is essential reading.

Negotiating Skills Capability Survey - Then and Now

In 2016 we introduced our Negotiating Skills Capability Survey. It was designed to measure how well teams negotiate and to benchmark participants against what we consider global best practice. Eight years on, we have revisited the early data to see what, if anything, has changed in that time.

Understanding Negotiating Power

Power is critical to any negotiation. Take control of the power balance and you are empowered to turn any negotiation to your advantage and secure the best deal. This e-book gives negotiators of all abilities essential insights into the nature and use of negotiating power.

Pushing Price Rises

Feeling the bite of inflation and seeking a price rise from your counterpart? Scotwork have prepared a tactical toolkit to guide you through the process.

Fending Off Inflationary Demands

What does this mean for businesses faced with inflationary demands and how should negotiators respond when making deals amidst this pressure? Scotwork Australia have prepared a tactical toolkit outlining the key things to consider when preparing your defences against creeping costs.

Global Negotiation Skills Capability Report

This report provides the world’s most comprehensive insight into the skills developed and tactics employed in business communities around the world to trade and bargain for benefit. Respondents vary from the C-Suite to sales directors, heads of procurement and category buyers. They all negotiate regularly for their companies but are not professional negotiators.

Negotiating in Uncertain Times

Over the past months we have endured unprecedented disruption. This sequence of events has taken us from uncertainty to hyperuncertainty, a frozen state of mind that hinders normative behaviour. This eBook provides some strategic, tactical and skill-based ideas on how to negotiate more successfully in these hyperuncertain times.

Negotiating Begins at Home

To weather the crisis, we all need to stick together and work together. But, with all these new pressures, how do families and households stay co-operative and conflict-free? How do you and your cohabitants find a way to get what you want without raising hackles and kicking off a civil war? Applying a few negotiation skills may well be the answer. Here are seven easy ways to use negotiation technique to make lockdown life more tolerable for everyone.

Top Tips & Hints for Negotiating Virtually

We are confined to thinking about how we adapt our current means of negotiating to a new environment, so let’s turn the whole thing inside out and think about how video conferencing platforms empower us to do things differently.

Negotiating via Email

While email is convenient and expedient, it’s fraught with peril for both skilled and unskilled negotiators alike. This eBook provides top tips on how to negotiate via email.

Telephone Negotiations

Top tips on how to handle phone negotiations

Keep Sharp - Negotiation Skill Tips

Our negotiation skill tips are a distillation of, often, complex analysis into simple, practical, usable language and techniques designed to be relevant in the real world. This eBook is collection of top 10 skill tips for successful negotiation.

The Dirty Tricks of Negotiation and How to Spot Them

Negotiation can be hazardous. There are dozens of underhand tactics out there designed to wrest control and push you from the negotiating table empty-handed. Hard to detect, these dirty tricks can be ruthlessly effective. They can catch you off-guard and force you to concede again and again. Identifying and side-stepping these threats will help you keep control and secure a better deal.

The Dirty Tricks of Negotiation and How to Spot Them 2

Every day Scotwork experts observe negotiation in action all over the world. Over 100,000 hours of deal-making analysis has exposed a minefield of sneaky tactics, ranging from the slightly questionable to the downright dirty. Dirty Tricks Volume 2 builds upon the popularity of Dirty Tricks Volume 1 and brings together 10 more of the most notorious negotiation tricks.