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Published: Apr 10 , 2015
Author: Stephen White

Somewhat quietly last Thursday, several days after the expiry of an arbitrary deadline which had been set for the finalisation of a agreement on the future of Iran’s nuclear capability, a deal was announced. There was rejoicing on the streets of Teheran, ominous rumblings of discontent in Jerusalem and Riyadh, a touch of triumphalism in Washington, and near silence in London, Paris and Berlin...

Published: Oct 17 , 2013
Author: Stephen White

The Oxford English Dictionary defines charm as ‘the power or quality of delighting, attracting, or fascinating others’. It is a word which has been much used recently about the newly elected Iranian President Hassan Rouhani, in particular in connection with the speech he made to the United Nations General Assembly on September 24th. It is difficult to know how much the world’s perception of his charm is actually a reflection on the lack of this same quality in his predecessor Mahmoud Ahmadinejad...

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Dealing With Unskilled Negotiators

There is a misconception that when you are negotiating with someone who is not very skilled at the art of negotiation, you will get a better deal. In fact, it’s actually more difficult. Why? When you’re engaged with a counterparty who has poor negotiating skills you’re likely to encounter the following scenarios...

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