Most of the British are comfortable with bargaining but dislike haggling. While they
can be tough negotiators, they are usually not out to defeat the other side and will strive to play a
‘fair game.’ Prices may move by about 20 to 30 percent between initial off er and fi nal agreement.
The concept of fairness is very important, so while it is not diffi cult to obtain small concessions, your
counterparts expect reciprocity and may take it very negatively if the bargaining exchange is too
one-sided. The British are quite analytical and usually receptive to ‘outside’ ideas, so most aspects of
the deal will be open to discussion. Focus your arguments on concrete facts and information. Exaggerated
claims or bragging will not help your position.