Preparing for a negotiation is the most important, difficult and challenging part of the entire process; and setting objectives is the most demanding part of preparation.

There is a very high risk that if you do not finish your homework sorting out what you want (or want to avoid) it might lead to the opposite result to the one for which you planned ending in a No Deal, a Lose / Lose, or worse! After all, if you do not knowContinue reading “Preparing for a negotiation is the most important, difficult and challenging part of the entire process; and setting objectives is the most demanding part of preparation.”

Trust in Negotiations – So Fragile and Easily Broken

Last year I included the following as part of one of my Blogs – It is even more valid today. Trust: Trust is built up over time between parties. It becomes established as agreements are honoured exactly as agreed – not just once, but every time. Trust is a major part of a relationship, aContinue reading “Trust in Negotiations – So Fragile and Easily Broken”

Welcome to Advanced Negotiating

Hello and welcome again to  all of you who are interested in professional negotiating. The intention of this site is to offer a place to exchange views and ideas amongst our growing community of negotiators. It is also a good medium through which to update members about developments and events at ScottRoberts Negotiating As a groupContinue reading “Welcome to Advanced Negotiating”

Negotiating Lessons from Brexit – Five – “Make Me an Offer”

  Recently Angela Merkel, Chancellor of Germany, appeared to taunt the UK Prime Minister, Theresa May, by indicating that the “Make me an offer” game being played by the UK showed a weak position. It is interesting that the “Make me an offer” tactic was highlighted as it is the first tactic I have toContinue reading “Negotiating Lessons from Brexit – Five – “Make Me an Offer””

Negotiating Lessons – Brexit – Phase One to EU.

It would appear from some views that Theresa May is believed to have “persuaded” the EU negotiators to allow the UK to move forward to the second phase in order that the process of agreeing a new trade relationship can begin. I would think that this is far from the reality. However it highlights theContinue reading “Negotiating Lessons – Brexit – Phase One to EU.”

Prepare your Negotiators for the Challenge of 2018 & Brexit

As we go into the dark days of the winter and we batten down the hatches to weather the storm of Brexit and take stock about who and what really matters; this is a good time to look around, contemplate strengths and weaknesses, to prepare for the challenge ahead and to evaluate one’s resources. ThisContinue reading “Prepare your Negotiators for the Challenge of 2018 & Brexit”

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 hereContinue reading “Negotiating Lessons from Brexit – Four – No Good Trying to be Nice!”

Negotiating Lessons from Brexit – Three

Situations in which to be careful: The skillful negotiator is collecting information all the time. One never knows when it will be useful or for which deal but it is very valuable. Collecting this intelligence comes from many sources: Networking events, corporate entertainment, formal dinners, speeches, debates, news interviews, listening while waiting in receptions, conferenceContinue reading “Negotiating Lessons from Brexit – Three”

Negotiating Lessons from Brexit – Two

Structuring Expectations: Part One The pre-negotiation phase: The negotiation has begun already! Many people make the mistake of thinking that in the period running up to the formal start of a negotiation the parties are not negotiating. They could not be more wrong. The reality is that once one becomes aware that someone wants something,Continue reading “Negotiating Lessons from Brexit – Two”

Negotiating Lessons from Brexit

When the Outcome is not what was wanted or expected, Negotiators have only themselves to Blame. When you are on the receiving end of a bad, unreasonable proposal or a deal that does not address what you want, it is your fault. And what’s more, there is no point complaining about it or blaming theContinue reading “Negotiating Lessons from Brexit”