Tag Archives: Deal Making

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 – 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”

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 – 3# – Be Sharp but Beware Clever Clever

Experienced Negotiators Know how to use a Weak Position to Advantage If you are in a Lose / Win situation your options provide plenty of scope to be proactive by making proposals or pursue varied strategies. After all, you have nothing to lose. Proposals can be realistic or unrealistic depending on whether you wish toContinue reading “The Negotiating Gifts from Greece – 3# – Be Sharp but Beware Clever Clever”