This article was written on April 16th 2018
Having your chief negotiator on top of their brief should be a given. Knowing all relevant facts and figures is usually helpful, as is being familiar with the procedures that are to be followed.
Having some insight into the thinking of the other party is recommended as that can stop the negotiator making rash promises that cannot be delivered.
All of this holds true, no matter what the negotiation.
It is even more true when it is a negotiation of unequals, with one side holding most, if not all, of the cards.
In such circumstances for the lead negotiator of the weaker party to unilaterally announce what is going to happen, how it is going to happen and what will be the outcome is foolhardy and unwise, to say the least. Unless there is some unknown, ulterior motive for so doing.