Once Upon a Deal…

Horace McDonald has spent his career managing clients or people and fell into negotiation by accident. It never ceases to amaze him how little people understand it. The team of negotiation experts at Scotwork regularly post short stories on the company’s blog illustrating the way in which this essential skill for life and business plays out in companies around the world every day. Scotwork has been in the business of developing capability in commercial negotiation for nearly 50 years, and continues to lead the way in helping people not just negotiate better, but enjoy the process more.

CHAPTER 1 - EFFECTIVE PREPARATION
1. In the Bubble
How preparation gives you a shot at the title
2. The Infinite Negotiation Monkey Cage
Preparation & Practice makes Perfect
3. Another fine mess!
The perils of the poor teamwork
4. Who prepares wins!
If you fail to plan, you plan to fail -Abraham Lincoln
5. The Computer Says No
Computers manage tasks, negotiation requires skill
6. Leverage
Be careful not to underestimate the Power you have...
7. Another Red Line Breached
Inflexibility is a straitjacket in negotiation
8. On the Ropes
If data is at play, make sure you’ve mastered it
9. Negotiating Advice for Politicians

When will they ever learn
10. My Mother and the EU
Beware of making the future a certainty...
CHAPTER 2 – THE ARGUE STEP
1. Is This the Right Room for an Argument?
Too much persuasion limits negotiation
2. Creativity; It’s the Future
“Remember to look at the stars not down at your feet”
3. No Hard Feelings
Good negotiators understand how to manage their behaviour and the other party’s
4. 6 Second Delay
Taking time under pressure
5. Going through the motions!
Attention and listening gives you an advantage
6. Show up and throw up!
Constructive dialogue is more about listening than talking...
7. Who needs negotiators when you have processes?
The perils of letting the machines replace the conversation
8. Nice but not dim
The perils of losing out by being too Agreeable...
9. Give to Get - When Persuasion Doesn't Work
When it’s time to stop selling and start negotiating...

CHAPTER 3 – READING AND RESPONDING TO SIGNALS
1. Mind Your Language!
Why precision is important
2. Liar, Liar Pants on Fire
Some word of caution about lying
3. It's only words...
The importance of non-verbal communication
4. Mind Your Language
Listen carefully, the subtleties are important
5. Unconscious Bias
It’s still out there, we’re all still susceptible
6. An Opinion-Free Blog
Saying it doesn’t make it true
7. Haircut 101
The same approach won’t work in every situation...

CHAPTER 4 – CREATING MOMENTUM THROUGH PROPOSALS
1. There’s never anything on anyway
If you don’t ask, you don’t get...
2. Strictly Come Negotiating
Dancing to the beat of a better deal...
3. Inside room only...
You CAN always get what you want...
4. High Bar of Collaboration
Even sports people can see the advantages of collaboration over competition
5. Tell Them What You Want
Take advantage by making your proposal first
6. Bad Golf
The power of a proposal
7. Cash or Card
The more specific your proposal, the better
8. Open Buying
Develop alternative (creative) strategies in your negotiations...

CHAPTER 5 – CREATING VALUE THROUGH PACKAGING
1. Not Going To
If the deal doesn’t work, try an incentive
2. Me, myself and I!
The power of good advice
3. Play Nice!
Packaging for power and control
4. Taxi!
Managing Complexity
5. The Right Thing
Annabel Shorter
6. Gaining “Friendly” Advantage
Harnessing the power of the collective
7. Embrace Your Inner Flamingo
The dangers of meeting the wrong needs
8. Be a negotiator – tinkle the ivories!
Repackaging to create value
9. Get your kicks from future-proofed deals – it’s all a matter of goals!
The future isn’t certain, but it can be planned for

10. Having your cake, and eating it
Asking question to better understand the other party’s needs
11. Car Trouble
Packaging for success
12. A Van Story
The importance of know what you want and how you can get it when you have a complaint
13. Loss Adjusters
Always get to give

CHAPTER 6 – BARGAIN TO CREATE MORE VALUE
1. Four Rooms
Be careful of how far you drive price, you get what you pay for
2. Sack Black Friday
Deals are often not as good as they seem, act with caution
3. A Right Royal Deal?
If you overestimate your power, you can expect this to be reflected by the
counter-party’s response
4. Do You Want a Cake or Just a Slice of Cake?
Good negotiators think value NOT price
5. Internet Shopping – Not As Much As You Could Wish For?
The advantages of Bargaining Face to Face
6. A Fine Line
Beware of exercising too much power in your dealmaking, circumstances
change
7. Same Page Negotiations
Managing complex Bargaining situations
8. Who Do You Think You Are?
Progressive Bargaining for a better deal
9. The Power of No
The dangers of being too greedy

CHAPTER 7 – CLOSE TO GETTING THE DEAL OVER THE LINE
1. Muck Shift
Just when is a deal not a deal...?
2. Members of the Jury!!
The power of a powerful unifying final statement (of intent)
3. It ain’t over
Keeping dealing to the very end
4. Getting Into Hot Water
When faced with two sources of legitimate information, don’t sit on the
fence, make a call
5. How do you measure success?
Focus on your objectives, not screwing the other party

CHAPTER 8 – AGREE AND DOCUMENT WHAT HAS BEEN AGREED
1. Precision Blindness
The devil’s in the detail, ignore it at your peril...
2. Climate of Change
Assume nothing until the money’s in the bank...
3. Getting It Done!!
Make sure that everyone in the deal understand their responsibilities in its implementation
A SPECIAL FINAL CHAPTER
1. It's a dog’s life
All 8-Steps in one...