What happens when you miss what’s right in front of you in a negotiation? The famous Gorilla Experiment showed how easy it is to overlook the obvious when we’re too focused on one thing. In negotiation, the same applies — concentrating only on price or deadlines can make you blind to hidden variables, creative trades, or opportunities for value. This is the final video in our Mind Games series. Don’t miss it, and explore more insights in our eBook today!: https://bit.ly/4n6liuh
About us
Scotwork has coached hundreds of thousands of senior managers in 29 languages. We have grown into the world’s number one independent negotiation consultancy, operating in 120 countries with 48 offices. We work with organisations large and small across all sectors. After 50 years we are still giving people powerful skills that transform their lives and handing businesses more successful futures.
- Website
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http://www.scotwork.com
External link for Scotwork
- Industry
- Professional Training and Coaching
- Company size
- 51-200 employees
- Headquarters
- GLASGOW, Strathclyde
- Type
- Privately Held
- Specialties
- Negotiation Training, Negotiation Skills Development, Negotiating Skills, Negotiation Skills Training, Negotiation Consultancy, Negotiation Courses, and Negotiation Coaching
Locations
Employees at Scotwork
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Silvio Escudero
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Rafael Castellanos
Managing Partner Scotwork LATAM | Formación, desarrollo y consultoría en habilidades de negociación de Aplicabilidad Inmediata l Construya Acuerdos…
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Peter Van Beeck
Seasoned Negotiating Consultant and Speaker.Embeds Negotiation Skills in your organisation as a core competence.
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Guy de Groot
Trainer/Consultant | Executive Coach | Freelance Interim | Commercieel Directeur |
Updates
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"What happens when power goes unchecked in a negotiation?" The Stanford Prison Experiment showed how quickly ordinary people can adopt extreme behaviours when given authority — and how destructive that can become. In negotiation, unchecked power can lead to win-lose deals, damaged relationships, and long-term resentment. The key is to balance power with responsibility and focus on value creation, not domination. Explore more insights in our new eBook: https://bit.ly/4n6liuh
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You can’t talk someone into changing their attitude — but you can change their behaviour. In negotiations, we often try to convince difficult counterparties to “see reason” — only to hit a wall. The truth? Words rarely change attitudes on their own. But if you can shift behaviour, attitudes often follow. Our latest blog explores why focusing on behaviour change, read more here: https://bit.ly/3VnUNUY
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"Would you follow orders, even if it meant hurting someone?" The Milgram Experiment shocked the world by showing just how far people will go when instructed by authority. In negotiation, authority matters — not to coerce, but to build confidence and set the tone. Speak with clarity and conviction, and you’ll often find your counterparties follow your lead. Watch the video and grab the Mind Games eBook for more real-world negotiation insights: https://bit.ly/4n6liuh
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"When everyone else at the table agrees, do you go along even if you think they're wrong?" The classic Asch Conformity Study showed how easily people align with the majority, even against their own judgment. In negotiation, this matters. Groupthink can lead to bad deals, missed opportunities, and concessions you didn’t need to make. In our new Mind Games eBook, Scotwork Australia’s Managing Partner Ben Byth explores what this experiment teaches negotiators about holding your ground and making better decisions under social pressure. Download the full eBook for more negotiation insights you can apply today: https://bit.ly/4n6liuh
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“You’re being unreasonable!” – sound familiar? In negotiation, labels have power. They can shake confidence, anchor expectations, and push you toward unnecessary concessions... even when they’re not true. Our Mind Games eBook explores how psychological triggers influence negotiation outcomes, starting with the Monster Experiment. Watch Scotwork Negotiation Australia’s Managing Partner, Ben Byth, break it down and show how staying grounded in process helps you avoid falling into the trap. Get the eBook and turn psychology into better negotiation outcomes: https://bit.ly/4n6liuh
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Think you’re a rational negotiator? Think again. Our new eBook Mind Games uncovers how hidden biases, psychological shortcuts, and unconscious behaviours influence negotiations... and how you can turn them to your advantage! Featuring insights from famous psychology experiments and real-world negotiation examples, this guide will help you prepare smarter, avoid costly mistakes, and create better deals. Download it today: https://bit.ly/4n6liuh
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“Just give it a go” is not a strategy, especially in negotiation. Too many negotiators walk into high-stakes conversations without a plan, hoping instinct will be enough. The result? Missed opportunities, value left on the table, and concessions that cost more than they should. Effective negotiation isn’t guesswork, it’s a process. So remember, for your next negotiation... have a look at our courses (and our latest blog!): https://bit.ly/4nvC7ia
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If you’re not getting answers in your negotiations, the problem might be your questions. Great negotiators don’t settle for yes/no responses — they use open, thoughtful questions to uncover needs, surface hidden issues, and create space for collaboration. Better questions lead to better insights — and better deals. Unlock more value in your negotiations, learn more about our courses: https://bit.ly/3dZk9Tq #negotiation #negotiationskills #negotiationtraining
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Do you ever catch yourself “predicting” conversations? Too often, we act like predictive text, finishing sentences in our heads or assuming we already know what the other side will say. Great negotiators switch that inner predictive text off — listening fully, without assumptions, to uncover insights that lead to better agreements. Learn about one of the most common mistakes in negotiation in our latest blog: https://bit.ly/4mjdOTD
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