Once Upon a Deal… reveals that effective negotiation is an art, showcasing how creativity, fresh approaches and listening with a curious and open mind can lead to success. Ruth Buchanan – Commercial Support Lead, John Lewis & Partners

Investing in negotiation training with Scotwork has been a game-changer for our business. With around 50% of our team trained, we’ve not only strengthened our confidence when negotiating with much larger customers but have also shifted to a position of strength – fully understanding and articulating the value we bring. The impact has been tangible and immediate. In just six months post-training, we successfully closed one of the largest deals in our company’s history and increased our profitability by tens of thousands of pounds. The insights, strategies and mindset shift we gained through this programme have trans- formed how we approach negotiations, and the results speak for themselves. I highly recommend Scotwork to any organisation looking to elevate their negotiation skills and drive mean- ingful business outcomes. Sheri Hickok – CEO, Climate Impact Partners

As a fan of negotiation theory and a lover of great storytelling, Once Upon a Deal… makes the theory really come alive through entertaining and compelling anecdotes. From negotiating with the EU to negotiating with your mother, and from negotiating the price of a hotel room to negotiating with your dog to keep him from chasing grouse, this book shows how having a solid negotiation plan will always get you better results. Once Upon a Deal will show you how to think like Stephen Hawking and Abraham Lincoln and even show you how to negotiate a gold medal at the Olympic Games. It takes academically-proven theory, on which Scotwork’s world- class training is based, and illuminates the theory through a wonderful collection of stories. You’ll earn the price of the book back a thousand-fold! Ben Fricke – Global Procurement Director, Whitbread

An outstanding compilation that allows us to draw up the experiences of others to help with your own negotiation journey. Bobby Singh - SVP, Global Commercial Officer, WPP

As a publisher, I believe in the power of storytelling and Once Upon a Deal applies this most effective tool to the art of negotiation. These stories, distilled from years of knowledge and application, and told in an engaging, absorbing manner, will enhance any reader’s skills in this area. David Young - Retired CEO of Hachette Book Group, USA

An invaluable guide to life – I just wish I’d read it 30 years ago. Jane Garvey - award winning broadcaster

Once Upon a Deal… not only offers insightful, thought-pro- voking strategies and analysis, it also provides real world practical advice on how to navigate and succeed in the of the art of negotiation. Horace has managed to distil his vast experience into a simple but compelling read. A fantastic tool for all. Amadu Sowe – Senior Vice President, Paramount

A lively and entertaining guide to the often-undervalued art of negotiation that is full of practical advice and tips on how to end up with the best possible deal. Jonathan Prynn – Associate Editor, Evening Standard