The run-up to the Brexit negotiations has been disastrous for the UK, writes former negotiator Steve Bullock. It has hectored and insulted the EU27’s intelligence and undermined its own credibility. The chances of securing a good deal in the time left are minimal: approaching extremely complex negotiations, Britain chose to be ‘bloody difficult’.
Being “tough” and being “difficult” are not the same thing. Being tough can work, but only if deployed sparingly at strategic points in negotiations. Being difficult for difficult’s sake never works. It simply breaks trust and creates resentment leading to a justifiable unwillingness in partners to compromise.
Successful negotiation in the EU is not, contrary to popular belief, about thumping the table and demanding you get everything you want for nothing in return. It’s also not about undermining your opposite numbers (oppos in Brussels-speak), or insulting their intelligence by making outlandish claims. Yet, in preparing for Brexit negotiations, the UK government has done all of these things with, it seems, gusto and pride.
Trust is key to a successful negotiation. Both sides must know that the other is negotiating in good faith. Both may know that walking away is an option in extremis, but openly threatening this undermines trust that a solution is being sought. Any compromises or concessions require trust and good faith.
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