Fleet News

Successful negotiating focuses on the ‘why’, not just the ‘what’

This feature originally appeared in the May 28, 2020 edition of Fleet News. Read the digital issue of the magazine

We sighed simultaneously, looked up and smiled wryly. They had just announced yet another hour’s delay to our flight. So, I did what no Brit ever does: started talking to a complete stranger.

Turned out he was an American businessman going home at the end of a work trip. “Successful?” I asked. “Definitely,” he said, with a broad smile.

He owned a mediation organisation, working with governments, helping to resolve disputes between nations. He’d been doing this for 30 years.