Case study

Negotiation support for a major UK trade union

Government had stopped negotiating with our client. Four months later, the client was back in negotiation and securing concessions. 

A major UK trade union sought to secure significant improvements from UK Government during a period of exceptionally strained relations. 

Relations had deteriorated to the point that Government no longer regarded the union as a negotiating counterpart and discussions had broken down. The union was moving towards [collective action] while internally there were differing views on objectives and the route to success. 

Our advisors worked with the union leadership to:  

• Build alignment around a clear negotiating strategy and set of priorities; 

• Develop a path back to meaningful dialogue with Government; 

• Strengthen the union's negotiating position through effective communication with members, Government and external stakeholders; 

• Support senior leaders throughout planning, preparation and negotiations. 

Working with the leadership team, we helped create the conditions for Government and the union to resume direct negotiations. We then provided strategic advice throughout the process, including negotiation preparation, tactical support and the effective use of informal backchannels. 

The resulting negotiations secured agreement on two key union priorities, restored a formal negotiating relationship with Government and created a platform for future negotiations. 

Dr Katie Bramall, Chair, GP Committee England, BMA: "Chris and Miranda changed the game for us. At a point when Government no longer regarded us as a negotiating counterpart, they helped us develop a strategy that got us back into meaningful discussions. Throughout the process they combined deep insight into Government with practical negotiating support, helping us navigate difficult internal and external conversations and ultimately secure concessions from Government that we had not thought achievable."