Negotiating Brexit



Most of us had heard about the win-win theory of negotiation. It’s taught in management courses. The strategy in negotiation is to trade-off the costs and benefits of multiple goals so every party to the negotiation wins some of what they want. The more goals in play, the more options for finding the best compromise there are. The better the compromise, the more each party wins.

If one party restricts the scope of the negotiations by limiting the goals and related costs and benefits that can be discussed, then the best compromise will not be found. Everybody loses.

Yes, you guessed it, I am thinking Brexit. The EU 27, by not talking about trade until the divorce bill is settled, is dooming everyone to a non-optimal solution. All the goals of the UK and the EU 27 should be set out, analysed and traded off against one another. Everything should be in play. So, Mrs Merkel and Mr Barnier, go and reread some management textbooks and then go back to the negotiating table.

I am a remainer of course…

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