Category Archives: Tactics

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 – 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.”

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!”