The British care deeply about how a negotiation is conducted, not just what it produces. The process must be seen as fair—all parties heard, rules applied equally, conventions respected. An outcome reached through a flawed process will be regarded as illegitimate even if the terms are objectively reasonable.
This means that attempting to manipulate the process, skip established steps, or exploit technicalities will provoke strong resistance and lasting reputational damage. Negotiators who invest in getting the process right—agreeing on how discussions will be structured, ensuring all parties have their say, following established conventions—build credibility and make agreement easier to achieve. The British expect you to play by both the rules and the spirit of the rules.
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