{"id":12773,"date":"2024-04-02T00:00:00","date_gmt":"2024-04-02T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/when-you-let-the-boss-get-involved-in-the-negotiation-when-they-are-not-prepared\/"},"modified":"2026-05-26T13:44:08","modified_gmt":"2026-05-26T13:44:08","slug":"when-you-let-the-boss-get-involved-in-the-negotiation-when-they-are-not-prepared","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2024\/when-you-let-the-boss-get-involved-in-the-negotiation-when-they-are-not-prepared","title":{"rendered":"The Risk of Bringing an Unprepared Boss Into Negotiation"},"content":{"rendered":"
\n

This story is from Politico political website in 2021, when Boris Johnston was king. He got involved in a negotiation which was not his remit. Ever keen to show that Brexit benefits were more than just being able to buy our vegetables in stones, pounds and ounces, he was hosting a dinner at No.10 for the Australian Prime Minister and made an unplanned concession with huge ramifications for British beef farmers.<\/p>\n

One must assume that drink was taken. Boris told the Prime Minister that he would agree to Oz beef imports being measured by weight of the cut meat rather than the (heavier) full carcass. This was a major concession that had not been agreed by the negotiators, or by the International Trade Secretary, Liz Truss (more of her in a future blog).<\/p>\n

According to Adam Frost\u2019s report in The Independent, Australian high commissioner, George Brandis, scrawled down the unexpected bonus on a napkin and fled to the loo. On the way he gave it to an aide to scan and turn in a trade document \u2013 before it was returned to the dinner for Mr Johnson to sign; which he did.<\/p>\n

Ms Truss was said to be \u201clivid\u201d when she learned of Mr Johnson\u2019s concession over breakfast the following morning. \u201cYour boss has already conceded the whole kingdom,\u201d Australia\u2019s chief negotiator Dan Tehan told her, according to a former minister involved in the talks.<\/p>\n

Brexit negotiator David Frost was at the dinner with Mr Johnson and Mr Morrison. One former Truss adviser \u201cFrost was over the detail, but I don\u2019t think Boris was,\u201d adding that the dinner \u201cwas very slapdash \u2013 and ultimately ended up giving more on beef.\u201d<\/p>\n

Advisers said Ms Truss wanted the talks reopened after Mr Johnson\u2019s concession \u2013 but Mr Morrison threatened to \u201ctell the media the UK was going back on its first post-Brexit trade deal\u201d.<\/p>\n

A spokesperson for the NFU added: \u201cWe know the government gave away much more than they needed to, and this illustrates it.\u201d<\/p>\n

This illustrates two negotiating principles:<\/p>\n

Don\u2019t let the boss near the negotiation unless they are fully briefed and are effective negotiators,<\/p>\n

and<\/p>\n

If you win an unexpected concession, summarise it, and record it as soon as possible; agree what is agreed.<\/p>\n<\/article>","protected":false},"excerpt":{"rendered":"

This story is from Politico political website in 2021, when Boris Johnston was king. He got involved in a negotiation which was not his remit. Ever keen to show that Brexit benefits were more than just being able to buy our vegetables in stones, pounds and ounces, he was hosting a dinner at No.10 for…<\/p>\n","protected":false},"author":75,"featured_media":12774,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2024\/when-you-let-the-boss-get-involved-in-the-negotiation-when-they-are-not-prepared","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12773","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\nWhen you let \u201cthe boss\u201d get involved in the negotiation when they are not prepared<\/title>\n<meta name=\"description\" content=\"World leaders in business negotiation training and consultancy with experts across 120 countries, with negotiation courses taught in 29 languages.\" \/>\n<meta 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