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Published: Nov 14 , 2016
Author: Robin Copland

Complicated negotiations often involve different meetings, different personnel, different issues and, in the case of the upcoming Brexit negotiations, different countries! The key word in this kind of negotiation is alignment and that involves a number of different factors and considerations. We can learn from the insect world; think bees!

Published: Jul 01 , 2016
Author: Stephen White

‘So what are you doing about Brexit’ demanded my 90-year-old Mum. ‘Why should I be doing anything about it?’ I asked. ‘Because every other sentence on the news channels since Friday morning has contained the word Negotiation’ she said.

Published: Feb 29 , 2016
Author: Stephen White

Last weekend David Cameron brought back a deal from his summit with the leaders of the 27 other EU members, on the basis of which he felt he could recommend to voters that Britain should stay in the EU. As predicted a number of his cabinet colleagues, and many others, came out publicly with the opposite recommendation. The electorate will vote In or Out in a referendum on June 23rd, and until then both sides will batter us with facts and figures about the dangers of taking the opposite position to their own.

Published: Nov 13 , 2015
Author: David Bannister

I wrote in this blog about three weeks ago about the commitment given by the UK Prime Minister, David Cameron, to write to the President of the European Council, Donald Tusk, setting out the demands which the UK would make in its negotiations with the EU prior to a referendum of the British people some time before the end of 2017 which will decide if the UK remains a member of the EU...

Published: Oct 23 , 2015
Author: David Bannister

Daniel Hannan is a British Member of the European Parliament (MEP), an institution for which he seems to have little warmth (as do quite a number of other British MEPs). The UK has announced its intention to renegotiate the terms of its membership of the European Union (EU) and to put the issue to a referendum in the next couple of years. The tactics of all of this are of more than passing interest to a negotiator...

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Be Specific With What You Want

You are out for a drink and the bartender asks you – “What would you like?” to which you reply “Guess!”. “Alright then” he says, “How about a red wine?”. You shake your head to this and say “No, that’s not what I want. Guess again.” After much back and forth, the bartender is justifiably irritated and through gritted teeth he tells you “I have other customers I need to serve, you look like someone who would enjoy a refreshing Sauvignon Blanc so I’ll pour you one of those. Enjoy your night.” This is a silly analogy to what I observe every week in most negotiations. Often there is a lack of specific disclosure as to what it is that the party wants or they take a long time to bring this information forward...

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