NEGOTIATING TECHNIQUES
INTRODUCTION
Novel experience to negotiate with a
party for more than a year, apparently
successfully, without the latter making
more than one concession.
Difficult to disentangle, since PEP were
involved in a series of negotiations:
(a) Treasury;
(b) The French;
(c) China Light and Power;
(d)
GEC;
(e) The Banks;
and finally, the Chinese.
There is also a problem in disentangling hindsight from the realities of the
existential dilemma when actually at the
negotiating table. But clearly there are
lessons that we have learned. Try to set
these out.
THE TARGET
The Daya Bay station first stage, 2 x
950 MW PWR station, with French nuclear
island and UK turbines plus associated