Tag Archives: Deal Making

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 … Continue reading

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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 … Continue reading

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Negotiating Lessons from Greece #6 – Mapping

A lesson in Analysing the Negotiating Environment: A significant number of the trainers I have trained in negotiating techniques had no idea about several key areas that should (must) be considered as part of the preparation discipline and when considering … Continue reading

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Negotiating in Europe #4 – Greece, Britain et al.

The Price one Pays for letting others take the Negotiating Initiative. Continue reading

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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 … Continue reading

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