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.

Why Scotwork?

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Liar Liar Pants On Fire

“The trouble, Richard”, a prospective client once said to me, “is that I can get a better service elsewhere for less money” …the salesman’s worst nightmare! But I was desperate; I’d been trying to get this research proposal over the line for weeks and we really needed the revenue. I was ready to compromise and do (what I thought) was necessary. But that compromise (or unconditional concession as we professional negotiators like to call it) didn’t just cost me the arbitrary 15% discount to get the job. It set a precedent for subsequent jobs that overtime amounted to thousands of pounds.

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Scotwork Negotiating Skills Training and Consultancy DMCC
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