From the UK, I read with growing interest the
development of "negotiations" between the Government of Jamaica and
the Chinese representatives of CHEC. Of course we are not hearing the full
details yet. But with all due respect to the relevant officials, I am not
imbued with any confidence for an optimal outcome for the country of Jamaica.
I am reminded of the sell-out of Air Jamaica London Heathrow landing slots for pittance by a previous Government Administration. But these discussions are of a different order of magnitude. What is being played out here - regarding Goat Island, an International Logistics Hub etc. - is hugely important, strategically and commercially, for Jamaica's future economy and position in the world.
You see, you
will only get in life what you can NEGOTIATE. So what are those
representing Jamaica doing in this regard? When one negotiates its best to know both your
own position (know thyself - your PEOPLE, your STAKEHOLDERS, your ENVIRONMENT,
your strengths and weaknesses etc.) AND know the position of the other party (their
motivating factors, circumstances, short and long term objectives etc.).
Are we doing well on either account? Do we in Jamaica
know what we want as priorities and how to achieve it? What is sacrosanct to
us? What is our quid pro quo we would ask of the other party?
Do we have a number of options to bring into play?
Negotiations are strengthened when you have more than one suitor for example.
Even if there is only one suitor, can we propose several counter-offers which,
yes, sell desired benefits the other party wants yet has also benefits to our
advantage. Have we done our homework and got the vision or imagination to operate in this manner. As the
good book says "Without a Vision the people perish".
And do we know with whom we are negotiating? What is
their experience in other places of the world where they have operated, or
continue to operate? What is the broader context of their purpose? How
important is the Jamaican option to them? Who is their competition? How do they view
success? What are their values?
I suspect we under-estimate our position of strength
in this ongoing transaction. What is occurring now is part of a bigger
geo-political restructuring and the beginnings of an economic seismic shift in
maritime trade and logistics sector. This sector is in for dramatic
transformation in the Western Hemisphere in the coming decade and Jamaica is
well positioned GEOGRAPHICALLY to benefit from it.
But is Jamaica well positioned OTHERWISE to
capitalise on it? Time will tell.
In the meantime try to negotiate from a position of
strength. Have a united team, be creative, seek alliances, understand
cross-cultural issues, gather market intelligence, build trusting and
respectful relationships etc. etc.
In the ends it is all about relating to people - your
own and others.
