Get the latest views and opinions from some of the most experienced negotiation specialists.
Published: Jun 29 , 2017
Author: Sebastian Bacewicz
When is a ‘generous offer’ not a generous offer? A few answers spring immediately to mind: for example, when a better offer is already on the table (yet - worryingly - completely ignored), or when the proposer feels the need to tell you that their offer is, indeed, very generous. I mean, if the offer is truly generous, why the need to tell you so? Surely, it will be clear for all to see? One may also argue that the "generous offer" is not really generous when it concerns the lives of a few million people and falls significantly short of what is expected both by the other side and the people in question.
Published: Oct 20 , 2016
Author: Robin Copland
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.