David
Cameron talks about reforming the European Union and getting a better deal for
Britain. But it seems that his only negotiating skill on view is to use
“strong-arm” tactics ‒ grandstanding, making unilateral demands and threats ‒ and
then to appear surprised that other countries are failing to fall into line.
If he
were to make any progress at all, on any of the issues that matter, he would
have to build alliances founded on mutual interest and mutual trust. This
could only be achieved behind closed doors, not in open session. In reality,
he seems to have no friends in Europe at all and minimal leverage.
The
fact that he seems either unwilling or unable to build these alliances suggests
that his real agenda is to create a situation where Britain’s exit from Europe is
inevitable.
If this
is not the case, perhaps a basic course in negotiating skills would be
appropriate. I’d suggest starting with a close reading of Fisher and Ury’s
Getting to Yes*.
*Getting to Yes:
Negotiating an Agreement Without Giving In by Roger Fisher and William Ury
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