Archives

Brexit Negotiations – The Danger of “Goodwill” Concessions

Labour’s proposed approach is very risky


What To Do When … the person sitting opposite you doesn’t want to negotiate!

For your holiday reading — thinking about negotiation


Skilled People Needed For UK / EU Negotiations – Training Not “Natural Ability” Please!

Brexit discussions must make use of the right people


Negotiation For The Public Sector – Know Your BATNA

You must understand what to do if the negotiation doesn’t succeed


Negotiation For The Public Sector – Insist On Using Objective Criteria

Another important element of “principled negotiation”


Negotiation for the Public Sector: Positions, Interests and Developing Options

Two more key principles from “Getting To Yes”


Negotiation for the Public Sector – Separate the People from the Problem

Don’t let it get personal!


Negotiation for the Public Sector (Part 2) – Focusing on Non-Procurement Staff

“Am I allowed to negotiate” is the starting point!


Negotiation for the Public Sector (part 1) – Why Does It Matter?

And it’s not just procurement people who need these skills


The Greek Negotiation Strategy – How NOT To Use a BATNA!

An appalling negotiation performance by Tsipras and Syriza