If anyone still nurtured cozy illusions about friendship and fair play between nation states, then 2013 marks the year where these last politically challenged students, at the back of the class, finally got it. As was stressed in “Success 101”: In life you don’t get what you deserve, you get what you negotiate. That goes for sovereign nation states, businesses and individuals all alike. But if you walk up to a negotiation table where the other party already knows what cards you’re holding, you’re not even going to get what you deserve – you’ll get trashed!
The only surprising thing about the revelations of the US spying on world leaders and very likely on as many corporate CEOs as they can, is that they got caught! Make no mistake: Barack Obama hasn’t yelled at K. B. Alexander – the head of NSA – for tapping into Angela Merkel’s phone but for being sloppy with data security!
The fact is: All the talk about global markets being good for everyone fail to mention that unless your leaders are apt at the negotiation tables, it might well be better for some and not-so-great for others. And you don’t want to be counted among the “others”! Politicians and business leaders involved have a crystal clear understanding of this. It therefore goes without saying that the old SAS “7 p’s” adage (Proper Planning and Preparation Prevents Piss Poor Performance) is applied: Gather as much information about the other parties negotiation position, strategy and arguments as possible. Before going into the ring. And why not implement such best practices to their fullest? Read more
