Scotwork

We have been transforming the way the world #negotiates for 50 years.

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In this short video, Michael Freedman, Managing Partner of Scotwork UAE & Turkey, explores why buyers often underestimate their own influence in monopoly supplier negotiations.

Check out our other resources for negotiations in procurement here: https://t.co/0aB8PvNcZe

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Procurement teams are balancing more than just cost in negotiations. Risk, continuity, leverage, internal stakeholders and supplier pressures all shape the outcome.

Read our latest eBook on the top 5 most common procurement negotiation pitfalls: https://t.co/0aB8PvNcZe

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IBP needs more than systems and process design. It needs people who can negotiate alignment.

In this article, Senior Consultant Ed Clapham explores how procurement plays a pivotal role in IBP and how negotiation becomes a key tool.

Read the article now: https://t.co/bBk9iraOgt

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Behaviour is consistently cited as the hardest part of negotiation.

This article by David Bannister, one of the biggest contributors to our Behaviour Preferences Profiling and Director at Scotwork International, explains the rationale behind it: https://t.co/Mg0PJdHStk

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Good questions help you test assumptions, understand what is really driving the other party’s position, and identify where there may be room to move.

Explore our programmes and find the course that’s right for you: https://t.co/5D1q09PvGI

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Strong negotiation capability protects value at scale.

In this case study, Scotwork partnered with one of the world’s largest advertising and marketing services networks to develop negotiation capability across multiple regions, languages and teams: https://t.co/QZPrHZcO3k

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Procurement is becoming a bigger part of agency negotiations. Our new eBook, Negotiating with Procurement: A Practical Guide for Advertising Agencies, is focused specifically on how agencies can approach these discussions more effectively.

Download here: https://t.co/QZPrHZcO3k

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Our latest article looks at the negotiation challenges shaping the advertising industry right now, and why stronger negotiation capability is becoming essential to protecting value: https://t.co/XFyPAq0srN

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What seems insignificant on your side can carry real weight on theirs. When you recognise that, you stop “giving” and start trading with intent.

If you want to learn how to apply this and other negotiation skills consistently, explore our programmes: https://t.co/dXMxqG1Qk7

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“(For AI) you’re really preparing a specification.”

If AI is part of your negotiation toolkit, watch the webinar by Brian Buck and Jacob Zweig here: https://t.co/zddmiWTkob

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In this recorded webinar session, Brian Buck (CEO of Scotwork US) is joined by Jacob Zweig (co-founder of Strong Analytics), to explore how negotiators can use AI more intelligently and more responsibly.

Watch the full recording: https://t.co/zddmiWTkob

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AI is only as smart as the negotiator using it.

If you don’t know what good preparation looks like, what trade-offs matter, or what questions really need answering, no tool can compensate for that.

Read the full article: https://t.co/QEoer5nXk0

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Behaviour is consistently cited as the hardest part of negotiation, and why “doing what’s worked before” can quietly limit your results.

Read the article here: https://t.co/ZZuejI4MVb

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When Plan A stops working, negotiators don’t double down — they adapt.

The recent manoeuvring around Greenland is a reminder that strategy is only useful if it moves you closer to your objective.

Read the full blog: https://t.co/geVIO3j8Y4

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Extreme demands may grab attention — but they rarely build agreement.

Read the full blog for the insights: https://t.co/eLFmSo7RrY

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Most New Year’s resolutions fade quickly. Good negotiation habits shouldn't.

As the year properly gets underway, it’s worth focusing on the behaviours that actually change outcomes at the table. Not motivation, but preparation, clarity, and discipline.

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Experienced negotiators know this:
when language and behaviour diverge, behaviour wins.

Track decisions, agreements, and follow-through — not rhetoric.

Find out more in our latest blog!: https://t.co/QSLRjBQaTx

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✨ Happy New Year from all of us at Scotwork ✨

As the new year begins, we’d like to thank our clients for their ongoing support and partnership. Here’s to another year of strong relationships and successful negotiations!

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Merry Christmas from all of us at Scotwork 🎄

We hope the festive period gives you the chance to slow down and enjoy some well-earned time with the people who matter most.

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Peace at Christmas is rarely accidental.

When expectations are surfaced and trade-offs are made upfront, harmony tends to follow.

You can download the eBook to read all the Christmas Tales of Negotiation in one place: https://t.co/jzrg6ePhM7