Once upon a deal... - Horace McDonald

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.

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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