Your premier resource for sharpening your negotiation skills, strengthening your negotiation technique or providing negotiation training for your organization.
 

 

 

The Premiere Newsletter for Negotiators
FREE

The Master Negotiator is a monthly newsletter packed with tips, strategies, and tactics to ensure your success in virtually every negotiation.  The Negotiating Tactic of the Week gives you an insider's look at hundreds of strategies and tactics.  Make sure you know more than your counterpart!  Simply enter your email address in the box provided to be taken to the sign up page.

The Master Negotiator

 

 
 
 
 

 

In September 2000, British and Scottish farmers and truckers decided to blockade fuel depots as a protest against the high price of gasoline.  Since the blockade prevented fuel trucks from entering the fuel yards, filling the tanker trucks, and transporting gasoline and diesel fuel to gas stations across the country, Great Britain was paralyzed.

The blockade went on for several days, spreading to many European countries and causing very long lines at gas stations.  Many people were unable to get gasoline for their cars.  The politicians were being pressured to use both political and police force to end the blockade.  On Wednesday, September 13, Berlie Williams, the leader of the farmers and truckers, went on television to call an end to the blockade because he felt it was losing support and having minimal impact.  As Williams put it, "There was not a complete victory, as the prices of petrol have not come down.  But every trucker and farmer should consider (his or her) participation to be a moral victory for a great cause."  As Williams was making this speech to the press, the first six fuel trucks made their way into the fuel yard to pick up gasoline.  The press reported, "The blockade is finally over."

At first it seemed that the truckers and farmers had lost.  But as the reporter was completing the interview with Williams, a loud roar went up in the crowd - the six trucks that had come in to pick up fuel turned around and drove out empty in a show of support for the farmers and truckers!  In a moment, Williams's tone went from one of concession and defeat to one of victory: "These six truckers are leaving empty in support of us, to help raise our spirits," he said, "and are encouraging all of us to carry on the protest."  In an instant the power relationship had shifted.

 

About Us | Training | Clients | Resources | Articles | Contact Us

Additional Information Available on:

www.peterstark.com  |  www.employeeopinionsurveys.com | www.pbsconsulting.com