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Published: Jul 17 , 2015
Author: Stephen White

Two negotiated deals of historic significance. One between Greece and the EU/Eurozone, the other between Iran and the P5+1. Both are hailed as a victory for diplomacy. Both are rubbish. Both are being derided and disowned in all quarters. Both are disintegrating as the ink dries. What do we learn?

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...

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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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