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”
Category Archives: Leadership
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 – 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”
EU Referendum – We are prisoners of an ill thought out dilemma.
Articles are mounting up in the world’s press highlighting the dilemmas facing the British voters, the political parties and the EU member states. Conflicts and Contradictions: If the state of the NHS will be threatened by Brexit – why put it in jeopardy by having the Referendum? The Referendum was tactical in dealing with UKIPContinue reading “EU Referendum – We are prisoners of an ill thought out dilemma.”
The Post Referendum Negotiations have Started Already. Where is the Leadership?
Whether the peoples of the United Kingdom of Great Britain and Northern Ireland decide to remain or leave the E.U. there will be negotiations inside and outside the Kingdom involving organisations great and small. But to negotiate with strength, control and authority there will need to be a much clearer set of objectives than haveContinue reading “The Post Referendum Negotiations have Started Already. Where is the Leadership?”
The Negotiating Gifts from Greece – #2 – Kicking The Can Down The Road – Deadlocking
Argue and keep arguing – whilst arguing you are not making concessions or even proposals. In fact you are not negotiating (attempting to secure an agreement). You keep the position in stasis by playing the argument game. Negotiations appear to be ongoing, but the reality is deadlock. This is used for many reasons –Continue reading “The Negotiating Gifts from Greece – #2 – Kicking The Can Down The Road – Deadlocking”
