The current financial crisis in one of the EU's outposts, Cyprus, clearly exemplifies and demonstrates some undeniable negotiating truths.
Try to ensure that you get as close to the decision-maker(s) as you can.
In the meantime, talks continue. Cyprus's finance minister is in Moscow to seek help from Russia. Michalis Sarris, Cyprus's finance minister said after talks with Russian finance minister Anton Siluanov, "there were no offers, nothing concrete," but he added, "we are happy with a good beginning."
Cypriot President Nicos Anastasiades is holding the emergency meeting of party leaders and the central bank governor in Nicosia to "examine alternative plans to address the situation that may arise following... the parliamentary vote", his office said. Mr Anastasiades, who was elected to the presidency on 24 February, will also hold a cabinet meeting and talks with the European Union, European Central Bank and International Monetary Fund (IMF). Bank mergers, a bond issue, and more Russian funding are possible other options.
The good news, from a negotiating perspective is that people are still talking and still looking for negotiated solutions. The bad news is that negotiating involves concessions which, in turn, involve costs. Who pays and how much - these would seem to be the burning questions! The alternative - no deal at all - does not bear thinking about.
About the author:
I come from a sales background, firstly selling brands like Del Monte, Campbell’s and Nabisco to the grocery trade, then working in the hotel business, selling and marketing top-end brands like Gleneagles Hotel and the St Andrews Old Course Hotel to an international market.