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  • We asked 6 experts for their Brexit negotiating advice

    Buzzfeed - 02/20/2017

    Ed Wertheim, professor at Northeastern University, Boston:
    “The Brexit negotiations will generate many examples of ‘anchoring’ – a powerful force in negotiations. The Brexit discussions, like most negotiations, will result in compromises. The stronger (and more credibly) one anchors, the more likely the compromises will result in one’s favour. Also, the more extremely one anchors, the more ability one has to look ‘reasonable’ when making small concessions. The Brexit vote itself sets a strong anchor and may make it easier to gain concessions from negotiating partners. Of course, it has to be credible; if the other side considers it a bluff, the result can be bad for everyone.”

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