Once Upon a Deal…

Stories about life, work and negotiation

Horace McDonald

• Publisher: Practical Inspiration Publishing
• Year: 2023
• Print ISBN:
  9781788604116
• eBook ISBN:
  9781788604130
• Topic: Personal Development
• Subtopic: Business Skills

Negotiation is everywhere. Even though we use it all the time - at work, at home, with family and friends – many of us are negotiating without realising it. Negotiation can be described as the process of getting what we want, from people who want something from us and is an art built around the science of a defined process, the Scotwork 8-Step Framework.

For a number of years, our negotiation experts have written about the issues of the day and have compiled a selection of negotiation stories for this book. Once Upon a Deal… brings colour to our framework to help you think differently about negotiation and help you be more in control and confident to enable you to get what you want and contribute to enhanced collaborative interactions.

Get ready…

SCOTWORK has been in the business of developing capability in commercial negotiation for nearly 50 years: these entertaining stories are drawn from the team's extensive and rich experience across many sectors and situations

Table of contents

• Cover Page
• Title Page
• Copyright Page
• Table of Contents
• Preface
• Introduction
• Chapter 1 – Effective Preparation
• Chapter 2 – The Argue Step
• Chapter 3 – Reading and Responding to Signals
• Chapter 4 – Creating Momentum Through Proposals
• Chapter 5 – Packaging to Create More Value
• Chapter 6 – Bargain to Create More Value
• Chapter 7 – Close to Getting The Deal Over the Line
• Chapter 8 – Agree and Document What has been Agreed
• Epilogue
• Author biographies