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How To Deal With A Hardline Negotiator

Posted: Friday, 4 January 2019 @ 13:43

According to media reports, The EU’s chief negotiator has admitted to a clash with Theresa May during last week’s dinner in Downing Street and warned that the size of the multibillion pound bill the British government will be presented on leaving the bloc will be “incontestable”.

Michel Barnier told reporters the “clock was ticking” on the time left to come to an agreement about the future as he unveiled the EU’s opening stance on citizens’ rights, the UK’s financial obligations and the border in Ireland.

Reports have emerged that the EU is preparing to demand a payment of up to €100bn (£84.5bn), up from a previously estimated €60bn, due to new stricter demands driven by France and Germany.

The Prime Minister is not happy as can be seen by the news today.

Given this and various briefings being made how do you really negotiate with a hard line party?

Well you can do as the Prime Minister and make an electioneering speech outside Number 10.

More fundamentally; you need to focus on your BATNA and identify it.

In negotiation theory, the Best Alternative to a Negotiated Agreement or BATNA is the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached.

A BATNA is the key focus and the driving force behind a successful negotiator. A party should generally not accept a worse resolution than its BATNA.

However attention should be taken, to ensure that deals are accurately valued, taking into account all considerations, such as relationship value, time value of money and the likelihood that the other party will live up to their side of the bargain and a not influenced by incorrect figures.

If Britain cannot handle the worst the EU has to offer, it will have to go to the EU begging. If it can handle it, it can walk away.