The Truth About Lying:
a Negotiation eBook

How the world’s most effective negotiators remain in control in the face of lying, and build relationships based on trust

Trust is critical to any negotiation. Without trust, a negotiator may endeavour to wrap their opposite number in a straight-jacket of conditionality and removing any wriggle room. The more trust in a relationship, the looser the conditionality. If I know I can trust you, the more relaxed I am about the detail, which means better deals done more quickly, who doesn’t want that.

Managing your negotiating relationships can help to turn any negotiation to your advantage and secure the best deal. This eBook gives negotiators of all abilities essential insights into the nature and use of lying, how you can weed it out of your negotiating relationships and go on to build trust.

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It is quite easy to see the problem of negotiators being involved in the deal, but not the act of putting the deal into practice. The sales team who are committed to delivering on their target may not be that concerned about what happens at the implementation stage, or worse leave it to others to pick up the pieces when they over-promise or throw everything in to get the signature on the paper.

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Scotwork Negotiating Skills Training and Consultancy DMCC
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Dubai, United Arab Emirates

United Arab Emirates
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