Negotiating Lessons from Brexit – Four – No Good Trying to be Nice!

Setting a conciliatory tone can be dangerous if not thought through carefully. It could signal weakness, over keenness to close a deal or just indicate a lack of preparation or experience. Trying to be more flexible without setting clear conditionality on that flexibility let’s the other side know that their strategy is working.

Perception here is key. The EU has clear prime objectives. The desired position of the member states, MEPs and the Commission in Brussels is that the UK does not leave the Union, which means that things will be dragged out. Tactics to frustrate, deadlock and block will be common. Arguments will be critical of the UK’s position and questions will constantly probe the politicians’ commitment to go through to a deal. There will be insinuations that people do not know what they are doing. Proposals might be received as helpful but never enough; the bottom line is that the leaving does not go easily or profitably for Britain so as to discourage others from following. These objectives will not change while the U.K. shows a poor hand and indicates a lack of strong commitment to the prime objective (Brexit).

The rebuilding of relationships will come after the separation has been completed and probably not before.

Published by sharpdealer

International Negotiating Specialist and Expert.

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