The new UK negotiator David Frost has yet again made a new threat with his announcement that “we are not scared of walking away”. British Prime Minister, Boris Johnson, immediately responded with a “NO DEAL” scenario desirable. The reaction of “worried and disappointed” from the EU negotiator Michel Barnier was equally not desirable.
One principle of a professional negotiation is that, a ‘NO DEAL’ should not be mentioned once a negotiation has started.
– When a negotiation begins, start by talking about a common interest
– If the other party speaks of a disagreement, then continue to speak of the agreement
– Accusations do not exist in a negotiation
– If “walk away” is an option for you, then follow through with your action and walk away from the negotiation
– Always leave a negotiation in a positive mood and show your appreciation by saying ‘thank you’, regardless of the attitude of your opponent