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Published: Jun 22 , 2017
Author: Stephen White

In his excellent book Homo Deus Yuval Harari describes an experiment conducted by Daniel Kahneman, who won the Nobel Prize in Economics in 2002. A group of volunteers were asked to take part in a ‘short’ experiment - they were to place one hand into a bowl of water at an exact 14C (cold enough to be quite unpleasant) for 60 seconds. The same group were also asked to take part in a ‘long’ experiment – to place their other hand in a bowl of water at 14C for 90 seconds. However, unknown to the volunteers, a small amount of warmer water was added to this bowl in the last 30 seconds which raised the temperature to a slightly warmer 15C. Some did the ‘short’ experiment first, others did the ‘long’ experiment first...

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Published: Jun 15 , 2017
Author: Alan Smith

Going in to negotiate with a party way bigger and in theory more powerful than you, can be a daunting experience. But before you hop onto the back foot and cower into the meeting, have a think about resetting your internal clock by thoughtfully estimating the power that you have, the source of this power and the way you use that power in the negotiation...

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Published: May 11 , 2017
Author: Annabel Shorter

Last week Theresa may declared herself that she will be ‘a bloody difficult woman’ in a warning to Jean-Claude Juncker regarding her likely stance in the upcoming Brexit negotiations. We are told that this was a criticism leveled at her by Ken Clarke some time ago. However, she said this with a degree of a pride, and I have my suspicions that she may well be right to be so. The issue of gender in negotiation is a fascinating one. Some time ago I was working with a prestigious, blue-chip organisation, training their buyers to improve their negotiating skills. They doubtless have in place all of the correct policies on diversity and social responsibility and I know that they are vehemently protective of their reputation...

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Published: Apr 20 , 2017
Author: Alan Smith

Tommy Cooper was one of the funniest comedians ever. How do I know? Well partly because he has 13 of the best jokes in the top 50 gags of all time. A personal favourite being, “heard the one about two aerials meeting on a roof, falling in love, and getting married? The ceremony was rubbish but the reception was brilliant”. Telling a good joke is not just about the content. It is also in the timing of the delivery. The same could also be said about negotiation. Picking your time to enter into a negotiation can have a significant impact on its progression and your outcome.

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Published: Mar 30 , 2017
Author: Robin Copland

So what exactly happened yesterday in the House of Commons during the Prime Minister’s Brexit statement to the House of Commons on 29 March? People have either congratulated Theresa May or derided her along predictable lines, but I maintain that what was actually happening was that the UK delivered its opening statement for the upcoming and tortuous two-year negotiation with the EU. Forget the 9 months leading up to this opening statement. Forget the salvoes and the posturing. Forget the talk about “hard Brexit” and partnerships and access to the open market. Forget them all. Yesterday in parliament is where the negotiation proper started. The prime minister stood at the dispatch box and laid out the UK’s position. She outlined her long-term aims for the negotiations - the targets towards which she expects her negotiating teams to aim.

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Published: Mar 16 , 2017
Author: Stephen White

Dear Donald I am writing because you might have seen some scurrilous press speculation that the UK has decided to leave the European Union. FAKE NEWS!! The truth is that we have had a referendum and some subsequent discussions in Parliament which overwhelmingly demonstrated with certainty that the country is split as to whether to stay or go. 52% of the population want to leave, 48% want to stay, and 93% are undecided. Because this gives me a clear choice of mandates I am advising you that this letter is intended to trigger Article 50, which apparently enables us to leave unless we change our minds because we can’t agree a deal, or we agree a deal we don’t agree with, or because you have changed the constitution of the EU in the meantime.

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Published: Feb 02 , 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.

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Published: Jan 18 , 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: Jul 28 , 2016
Author: John McMillan

Over the last 40 years I have observed more than 5,000 hours of negotiation in over 30 countries and that has taught me the about the fatal errors that cause negotiations to fail. For the purpose of this blog I shall limit myself to the top five and see how many of these might be present in the UK’s attempt to extricate itself from its 43-year relationship with the European Union.

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Warm Water

In his excellent book Homo Deus Yuval Harari describes an experiment conducted by Daniel Kahneman, who won the Nobel Prize in Economics in 2002. A group of volunteers were asked to take part in a ‘short’ experiment - they were to place one hand into a bowl of water at an exact 14C (cold enough to be quite unpleasant) for 60 seconds. The same group were also asked to take part in a ‘long’ experiment – to place their other hand in a bowl of water at 14C for 90 seconds. However, unknown to the volunteers, a small amount of warmer water was added to this bowl in the last 30 seconds which raised the temperature to a slightly warmer 15C. Some did the ‘short’ experiment first, others did the ‘long’ experiment first...

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