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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 … Continue reading
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 … Continue reading
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 … Continue reading
Scott Roberts Negotiating is running themed negotiation training courses throughout 2017 and 2018 for individuals, departmental teams and organisations wanting to develop skill, strategy, technique and tactics in particular areas of challenging negotiating interest. Courses are available in UK, Europe, … Continue reading
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 … Continue reading
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 … Continue reading
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 … Continue reading