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Published: Oct 14 , 2016
Author: Robin Copland

What do Ben & Jerry's ice cream, Pot Noodles, Persil, Dove soap and Marmite have in common? They are all made by Unilever. What does Unilever and Tesco have in common? Dave Lewis, Tesco’s current boss, spent most of his career at Unilever before being poached by Tesco. What does all of this have to do with negotiating? Well, having been in a stand-off that threatened to damage both parties, heads were banged together on Thursday 13 October and a deal was done. We at Scotwork have constantly maintained that external factors are the most common cause of the kinds of conflicts that need negotiated solutions and what happened between Tesco and Unilever is a classic example.

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“What do you mean I can’t negotiate it for you?” My wife decided she wanted a new Jeep Grand Cherokee. She had picked out a specific make and model with “all the options”. As a negotiation professional, I was eager to help negotiate the deal but she told me to stay out of the process. Apparently my reputation preceded me! So I watched and waited to see how this unfolded.

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