Talib Ankoud

Long negotiations in fast changing environments

IBUS6490X

Long negotiations in fast changing environments

Problem Environments where regulation, Business Conditions, and

Social Stability are changing can be harmful to negotiations Ex: Many EU countries have voted several restructuring

plans in a short period of time▪ France, Spain, Italy: 2 restructuring plans in less than a year▪ Greece: 4 restructuring plans in less than 2 years + new

government▪ Arabic Spring, African frequent military coups

Complications Frequent changes in regulations during the negotiation

process Some of the agreed on issues become obsolete New counterparts with new issues ….

Recommendations: Prepare a strong BATNA Include Home government in the

negotiations process Include International organizations in the

negotiations’ process Avoid taking part (Politically)

Long negotiations in fast changing environments