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Published: Dec 16 , 2011
Author: Stephen White

As the invective from senior French politicians as a result of the UK’s negotiating position at the European summit last week becomes harsher, we should maybe ponder the wisdom that long term relationships benefit from Win-Win negotiating style...

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Savage and Goliath

I have gone from screaming rage to smug and calm in 24 hours. And I am glowing from what feels like a moral victory. But actually, what I have achieved is simply fairness. My adversary has not so much submitted, as seen a situation through a different lens, and shown some humility. My prize? An apology and £57.67 back. That’s all. The trophy though has been extricated from the UK’s largest utility company (not that I should name names), a £28 billion+ UK based company no less. This is no silver bullet for taking on the big guys, the Goliaths of this world. But there is a lesson or two to consider, to improve your chances, that we teach on our negotiation skills courses.

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