It is Obvious

Chris Rick has got altogether too much to say

Oh Dear

Posted by chrisrick13 on June 23, 2017

It is obvious: in the Brexit negotiations the government has the pick of the country’s negotiators to use to get us a good deal

 

I’m not a good negotiator. Eventually I realised that I could learn about it and if I knew what was going on then I could improve. At the very least I can spot when the other side is playing a ‘trick’.

 

There are obvious ones like good-guy/bad-guy. Everyone knows that? But then there is time pressure and the nibble. Never volunteer information. Many others.

I have two favourites: the silent close and enumerating. I use both of these techniques a lot.

One of the big mistakes that novice negotiators make is to try to negotiate by giving. They think that by giving a gift the other side will reciprocate. This never works with an experienced negotiator. They just take the gift and ask for more.  Let me give an example from today:

Theresa May: We will give all the EU citizens a good deal staying in the UK.

Donal Tusk: that’s not good enough.

The obvious starting point is:

Theresa May: we might be interested in some benefits for EU residents – what can you offer in return.

If you set out your conditions then the only direction is away from them to a lesser position.  Ask for something ridiculous and you might be able to get to what you want but the other side is very likely to ask for something equally ridiculous back.

 

It is obvious: in the Brexit negotiations the government has the pick of the country’s negotiators to use to get us a good deal – pity we’re not using any of them.

 

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One Response to “Oh Dear”

  1. Malc said

    I finished my career as a HR Director in a Unionised factory employing 1500 people and had responsibility for Wage negotiations every year.Completely agree,Chris.Golden rules-never show your hand until it is time to do so(end of the finalised negotiation),never,ever start off by giving something,never make your first offer anywhere near where you want to end up,be sure that you know where you want to end up.

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