Get the latest views and opinion from some of the most experienced negotiation specialists.



Published: Jan 11 , 2018
Author: Alan Smith

Sunseeker? I wish. So we are at the start of the year! Spent too much over Christmas? Eaten too much?...


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: Mar 09 , 2017
Author: Stephen White

In the world of internet start-ups and disruptive technology the valuations placed on popular new entrants into a market continue to be completely out of whack with their profitability, as they were in the boom and bust 20 years ago. Companies with a market valuation of $1 billion or more, known as tech unicorns, include Snap Inc. the owners of Snapchat, Airbnb, and Uber. Snapchat is currently valued at between $25-35 billion. But it has never made a profit and its net worth, assets less liabilities, is only $1.5 billion. Airbnb has a market value of around $30 billion, about $7 billion more than physical competitor Hilton, but turned in its first profit only in the second half of 2016. And Uber, currently valued at between $60 -70 billion, made a $3 billion loss last year according to Bloomberg...


Published: Feb 18 , 2016
Author: Robin Copland

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: Nov 12 , 2015
Author: David Bannister

I wrote in this blog about three weeks ago about the commitment given by the UK Prime Minister, David Cameron, to write to the President of the European Council, Donald Tusk, setting out the demands which the UK would make in its negotiations with the EU prior to a referendum of the British people some time before the end of 2017 which will decide if the UK remains a member of the EU. My blog concerned a draft letter published in the Daily Telegraph, one of our more serious newspapers, written by Eurosceptic MEP, Daniel Hannan. On 10 November, Mr Cameron wrote the letter to Donald Tusk anticipated by Hannan and published its contents. In brief summary they are:


Published: Oct 15 , 2015
Author: Tom Feinson

Tesco’s travails over the last few months are many and varied. Recently they topped a grocers code adjudicator list for supplier complaints an in a recent survey only Iceland received a lower score from its suppliers, it must be cold there. For those that operate in this environment I imagine that this comes as no surprise and to be honest in my experience Tesco are not markedly worse than any of the Big 4. They all appear to operate on the basis that they have all the power and they can break and fix supplier relationships at will but is the worm turning?

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Published: Oct 01 , 2015
Author: John McMillan

A story in the British press reads that oilfield services provider Halliburton has made an offer to swallow rival Baker Hughes for $35 billion; Schlumberger has weighed in on equipment maker Cameron International in a $14.8 billion deal. Companies that specialise in one part of the services market, for example offshore drilling, are in a difficult situation and are finding themselves squeezed by their customers to such an extent that, in order to survive, they are having to accept takeover deals from bigger rivals or risk going out of business; takeover deals that would not have been countenanced 18 months ago are suddenly now acceptable – even welcome...


Published: May 14 , 2015
Author: Stephen White

The recent Argentinian film ‘Wild Tales’ is a compilation of six unrelated fictions about people in desperate situations. I would recommend it to anyone who likes entertaining storytelling, but one of the segments has particular interest for negotiators. The plot revolves around the wealthy father of a wayward teenager who takes the family BMW out for the night, gets drunk, and collides with a pregnant pedestrian in a hit-and-run incident. Mother and unborn child don’t survive. The teenager confesses to his parents, and the father together with the family lawyer hatch a plan. The gardener, a retainer of many years standing, is invited to take the rap by claiming to be the driver, and serve the prison sentence (expected to be an unrealistic 18 months) in return for $500,000, a sum beyond his dreams...

Published: Jun 26 , 2014
Author: Robin Copland

When companies get good at providing a service, it becomes convenient to put more and more business their way. They provide an efficient route to market; they give suppliers the chance to make one big delivery instead of four or five smaller ones; their marketing campaigns are slick and entice more customers through their – sometimes electronic – doors. From the consumers’ perspective, they provide a glitzy, one-stop-shop service that saves time, trouble and hassle. Eventually, they inhabit large green- or brown-field sites on the edges of great conurbations, with lots of parking and the odd ancillary service provided to make the whole retail experience that bit more bearable...

Published: Nov 07 , 2013
Author: Alan Smith

In many aspects of life one of the most important aspects is, wait for it, timing. A good gag, the perfect time to hit a volley, the lightest of soufflés, all require a mixture of patience, confidence and skill to get the best reaction from your audience, competitor or diners...

Published: Jul 20 , 2012
Author: Stephen White

There is a sweet story about an elderly man who is woken at 3.00am by his wife, who can hear strange noises outside the house. He opens the bedroom curtains and sees robbers stealing some of his stuff from the shed at the bottom of the garden. He calls the emergency line, explains what he can see, and asks for police assistance immediately. ‘Are they actually in your house?’ asks the operator. ‘No’, he says, ‘I’ve told you. They are in the shed at the bottom of the garden’. ‘We don’t have anyone available at the moment,’ says the operator ‘but we will send someone along within 2 hours’....

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