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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
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 … Continue reading
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 … Continue reading
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