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Published: Feb 03 , 2017
Author: Alan Smith

It has been an interesting few weeks for Theresa May. A bit of a Chinese curse that, to always live in interesting times. Firstly, she has had to deal with the new US president, where I find it hard to believe that Trump holds any attraction to her, no matter how opposite he is. Then there was the potential ban on Sir Mo Farah travelling to the US, averted by of all people, ex rival Boris Johnson.

Published: Jan 19 , 2017
Author: Stephen White

"That is why I have said before — and will continue to say — that every stray word and every hyped-up media report is going to make it harder for us to get the right deal for Britain." Theresa May has long repeated the mantra that she is not going to reveal the details of Britain’s Brexit negotiating tactics, because that would be poor negotiating practice. Yet in her speech on Tuesday she did just that. Here are some verbatim extracts – what deductions could you make from the highlighted words if you were a European bureaucrat charged with analysing Britain’s negotiating position...

Published: Dec 10 , 2016
Author: Robin Copeland

People think of negotiating as “that thing you do when you’re buying a car” (you’re probably haggling), or “that time you took a particularly sinuous series of bends at speed without driving over the cliff edge” (you were probably driving). At Scotwork, we are of the view that negotiating is that thing you do when something happens to make the status quo no longer tenable; in other words, external factors disrupt an ongoing relationship to the extent that contracts and relationships need to be re-aligned...

Published: Oct 21 , 2016
Author: Robin Copeland

This isn’t going to be popular; to write it – even to think it - sticks in my throat as it offends against my innate sense of fair play and good will to all people, but there really are times when I want to take our elected representatives to one side and slap them about the face. They pontificate and they grandstand; they puff themselves up into rice krispies of righteous indignation; they adopt their “holier than thou” positions; they occasionally demonstrate a frightening lack of common sense and commercial nous and, at the same time, they would have us weaken our position in future negotiations....

Published: Oct 17 , 2016
Author: Robin Copeland

What do Ben & Jerry's ice cream, Pot Noodles, Persil, Dove soap and Marmite have in common? They are all made by Unilever. What does Unilever and Tesco have in common? Dave Lewis, Tesco’s current boss, spent most of his career at Unilever before being poached by Tesco. What does all of this have to do with negotiating? Well, having been in a stand-off that threatened to damage both parties, heads were banged together on Thursday 13 October and a deal was done. We at Scotwork have constantly maintained that external factors are the most common cause of the kinds of conflicts that need negotiated solutions and what happened between Tesco and Unilever is a classic example. External factors do not come much bigger than Brexit...

Published: May 20 , 2016
Author: Alan Smith

Walk out the door? Maybe not quite as easy as you may think. The challenge for anyone in a long term relationship, business or pleasure, and particularly one experiencing difficulty is: do I invest in trying to fix it or cut my losses? Look at the massive challenge surrounding the Brexit campaign...

Published: Feb 19 , 2016
Author: Robin Copeland

It’s not that David Cameron does not have his troubles to seek as he shuttles around Europe trying to secure support for a modified agreement with the UK’s fellow European Union member states, but I bet you he wishes he had not been quite so cavalier as to promise an “in-out referendum” in the period leading up to the 2015 UK general election. Politically, he felt that he had to do it to give some kind of sop to the so-called “Euro-sceptic” wing of the Conservative Party and to prevent further haemorrhaging of potential supporters to UKIP...

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. So far, our Prime Minister, David Cameron, has made only relatively vague references to what issues will be on the agenda when he negotiates with his fellow leaders, some of whom have wasted no time to tell Cameron what they think will not be on the agenda. Those of us interested in the negotiating tactics might conclude (as I do) that not saying what you want is not a great starting point on the journey to getting what you want...

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The ideal state

“Ideally, I want . . .” is one of the most common phrases I hear during a negotiation. My frequent, sarcastic response is, “Good for you!” — implying that the ideal is not attainable. Sarcasm aside, what does “ideal” actually mean? Is it even attainable? And under what conditions is it attainable? Better you know before trying to use it in your next deal.

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