Negotiating Government: Public Sector Strategy for Business Leaders

How Governments Co-ordinate Investor-State Negotiations and DisputesWhat makes the difference between a successful investor-state negotiation and an expensive international dispute?In this episode of Negotiating Government, Negotient founding partner Iain Steel is joined by Katerina Drisi of ProSovereign Global to explore the often-overlooked challenge at the heart of major government investment deals: internal coordination.Investor-state negotiations involve far more than a government department and a multinational investor. Whether the project concerns mining, energy, natural resources, infrastructure or a public-private partnership, governments must align the interests of finance, legal, labour, environment, investment and sector ministries — while retaining political support at the highest level.Iain and Katerina discuss how governments can build effective negotiating teams, manage competing priorities across ministries and avoid the inconsistent decisions that can trigger investor claims for unfair or discriminatory treatment. They also examine the practical realities of investor-state arbitration, from gathering evidence and managing legal counsel to establishing clear processes when a claim is received.The conversation explores why negotiation success depends on more than getting a contract signed. Strong implementation, structured handovers, realistic contractual obligations and clear accountability are all essential to preventing disputes later.Drawing on experience advising governments across international investment projects, Iain and Katerina share practical lessons on:Building cross-government teams for investor-state negotiationsManaging negotiation strategy, political escalation and back channelsPreventing disputes through consistent administrative processesImproving handover from deal negotiation to implementationDesigning contracts that can be delivered within real institutional capacityStrengthening government readiness for international arbitrationFor government leaders, public-sector negotiators, investors, legal advisers and anyone involved in international investment, this episode offers a practical guide to negotiating better outcomes — and reducing the risk of disputes before they begin.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

The English Devolution Act 2026 has just passed — but how do combined authorities actually negotiate the deals, powers and investment that make devolution work in practice? Phil Witcherley, Director of Economic Growth and Innovation at the North East Combined Authority, joins James Dowling to reveal the strategy behind building regional coalitions, securing integrated settlements and attracting private investment. An essential listen for businesses, investors and public sector leaders navigating England's new devolution landscape.Devolution is a Negotiation: Delivering Successful Regional Government in the North EastWith the English Devolution and Community Empowerment Act 2026 just receiving Royal Assent, England is entering a new era of regional government. But how do combined authorities actually negotiate the powers, funding and investment they need to deliver for their regions?In this episode, James Dowling is joined by Phil Witcherley, Director of Economic Growth and Innovation at the North East Combined Authority and a former HM Treasury official, for a frank conversation about what devolution looks like from the inside.What you'll learn:Why devolution should be treated as a negotiation — not a grant application — and how that mindset changes outcomesHow the North East Combined Authority built a regional coalition of businesses, local authorities and private sector partners to strengthen its position with central governmentWhat an integrated settlement actually means in practice, and why it represents a fundamentally different relationship with central Government compared to traditional grant fundingHow Phil's background as a Treasury official gives the North East a strategic advantage in understanding what central government actually needs to hearThe growing role of combined authorities in attracting foreign direct investment — and why businesses increasingly want to deal with regional government, not just WhitehallHow private sector partners can use the devolution agenda as a lever for joint investment in regional infrastructureAbout Phil WitcherleyPhil Witcherley is Director of Economic Growth and Innovation at the North East Combined Authority. He has direct experience of both sides of the devolution negotiation — as a central government official and as a regional partner. He spent the first decade of his career in Whitehall, including at HM Treasury, before moving into local and regional Government; immediately before joining the Northeast Combined Authority, he was a Deputy Director at the Treasury's Darlington office, before moving into combined authority work. He has direct experience of both sides of the devolution negotiation — as a central government official and as a regional partner.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Former Chief Secretary to the Treasury David Gauke and HM Treasury official John Hall reveal the single most important insight for anyone negotiating with government: you are never just negotiating with a department — you are always negotiating with the Treasury. They explain the three tests every proposal must pass, why the person across the table from you is rarely the real decision-maker, and how to build a case that the Treasury will actually approve. Essential listening for CEOs, public affairs professionals and anyone bidding for government work.What You’ll Learn:Why you are always negotiating with HM Treasury How government spending decisions really get made The three tests every proposal must pass: affordability, need, and value for money Why negotiations with government feel slow, unpredictable, and unclear How different Whitehall departments operate — and why culture matters The “hidden stakeholder” problem in government decision-making Practical strategies to influence the Treasury indirectly Why economic pressure is making government negotiations more difficultKey Insight:The person you’re negotiating with isn’t the decision-maker — they’re your route into the decision-making system. Your job is to help them build a case the Treasury will approve.Who This Episode Is For:CEOs and senior leaders working with government Policy, public affairs, and regulatory professionals Private sector organisations bidding for government work Trade bodies and industry groups Anyone looking to understand how UK government decisions are really madeAbout the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Miranda Worthington and Josh Flax use the 2023 SAG-AFTRA strike as a case study in why rational negotiators sometimes choose mutually destructive outcomes — examining the sunk cost fallacy, stop-loss bias and optimism bias that caused a 118-day dispute that cost the industry billions. They explain why maximum leverage exists before a work stoppage begins rather than after, and how the union's celebrity-led public campaign created pressure that management ultimately could not ignore. A practical guide to the psychology of industrial escalation, applicable far beyond Hollywood.They explore:The role of AI and digital likeness rights in actors’ contractsHow streaming residuals changed the economics of film and televisionWhy high-profile strikes escalate despite clear financial lossesHow cognitive biases such as the sunk cost fallacy and stop-loss bias distort decision-makingThe power of “moves away from the table” and shaping public opinionHow celebrity visibility created leverage in a public negotiationUsing Hollywood as a case study, this episode explains the strategic dynamics behind major industrial disputes — and what negotiators in any sector can learn about leverage, escalation and reputational pressure.If you want to understand why strikes happen, why they last, and how negotiation psychology shapes outcomes, this episode offers a practical and analytical perspective.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

David Gauke and John Hall dissect the November 2025 Budget from an insider's perspective — concluding it was a fiscal repair Budget rather than a growth Budget, and explaining what that distinction means for businesses engaging with government. They examine the Fingleton Review's implications for regulatory reform across infrastructure sectors, the hidden £20 billion of spending pressures on SEND, pharmaceuticals and asylum, and why sectors should never trust the word temporary when it comes to windfall taxes. Practical analysis for anyone operating in a regulated sector or negotiating with HM Treasury.They examine:Why the Budget prioritised fiscal repair over economic growthWhat the Fingleton Review reveals about regulatory reform and infrastructure deliveryWhether the government’s fiscal headroom strategy is sustainableThe pressure points facing sectors such as NHS pharmaceuticals and energyWhether “temporary” taxes like the Energy Profits Levy ever truly remain temporaryThe strategic importance of the new Local Growth Fund and mayoral investment powersDespite significant tax measures, the Budget left many business leaders questioning the UK’s growth strategy. This episode explores how fiscal policy, regulatory reform and political constraints shape the environment for companies engaging with government.If you operate in a regulated sector or face sector-specific tax risk, this episode explains how to interpret Budget signals — and how to respond strategically.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Former Chief Secretary to the Treasury David Gauke and HM Treasury official John Hall take listeners inside the Budget — explaining how Treasury and the OBR work through six rounds of iteration, why measures can be dropped three days before Budget day, and how the post-Budget consultation process is the window most industries miss. They also set out how to engage government effectively if your sector is in the line of fire: when to push back, how to frame your argument, and why trying to block a measure is almost always less effective than trying to shape it.They explore:How HM Treasury works with the Office for Budget Responsibility (OBR)The strategic choices facing the Chancellor ahead of a BudgetHow fiscal rules and “headroom” influence tax and spending decisionsWhy some measures appear late in the processWhen and how businesses can influence Treasury thinkingDrawing on first-hand experience inside government, this episode reveals the months-long negotiation process that sits behind every UK Budget — and what it means for sectors likely to be affected by tax or spending changes.If you want to understand how to negotiate with the Treasury, anticipate fiscal shifts, or engage government effectively during a Budget cycle, this episode provides an insider’s guide to how decisions are really made.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Miranda Worthington, former NHS industrial relations director, and Josh Flax, former US federal mediator, compare how strikes work on either side of the Atlantic — covering the legal definitions, the difference between indefinite and rolling strikes, lockouts, workforce replacement and the reputational consequences for employers. Drawing on experience from the NHS strikes and the London tube dispute, they explain why public sector strikes are far more disruptive in the UK than their US equivalents. The first in a series on industrial action and collective bargaining.They explore:What legally defines a strikeThe difference between rolling strikes and indefinite strikesStrike vs lockout: how employers respond in the USWhy public sector strikes are more common in the UKHow collective bargaining agreements shape industrial actionThe wider economic and reputational impact of strikesDrawing on experience from NHS strikes and US federal mediation, this episode compares UK and US labour systems and explains why work stoppages unfold so differently on each side of the Atlantic.If you want a clear explanation of how industrial action works — and what it means for employers, unions and government — this episode provides practical insight grounded in real-world negotiation experience.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Former Cabinet Minister David Gauke and former Whitehall Director Miranda Worthington explain why negotiating with government is fundamentally different from any other negotiation — and what private sector organisations consistently get wrong. They examine how scale, silos, ministerial turnover and public scrutiny shape every government decision, and what the most effective counterparts do differently. An essential guide for anyone entering a negotiation with a public sector body.Drawing on senior experience inside Whitehall, they explore: Why government is a uniquely complex counterparty How internal silos and competing departmental priorities affect negotiations The impact of public scrutiny, media pressure and political accountability Why precedent and fiscal constraints shape government decision-making The cultural differences between ministers and civil servants How to anticipate political shifts that can suddenly accelerate or stall a deal Government negotiations are rarely just commercial discussions. They are shaped by political risk, public accountability and institutional process in ways that private-sector negotiators often underestimate. If you want to understand how to negotiate with government more effectively — and why deals move slowly, change direction or become high-profile — this episode provides an insider perspective on how Whitehall really works. About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Chris Brown and Josh Flax apply a negotiator's lens to the US-UK trade deal — breaking down Trump's playbook move by move, from the blanket tariff setup to the late-night phone call that reshaped the final terms. They assess Starmer's decision to go first as a strategic play, not just political theatre, and explain what the deal reveals about anchoring, leverage and narrative control in high-stakes government negotiations. Whether you admire Trump's techniques or not, there is a great deal to learn from them.Using the Trump–Starmer dynamic as a case study, they unpack: How negotiators shift baselines and frame concessions as victories The role of anchoring, timing and narrative control Why understanding your counterpart’s no-deal scenario is critical How political incentives shape public trade negotiations What business leaders can learn from high-profile diplomatic deals This episode goes beyond headlines to examine how trade agreements are structured, positioned and sold — and what that means for organisations negotiating with government.   Whether you are directly involved in public sector negotiations or interested in how political leaders manage high-pressure deals, this episode offers practical insight into real-world negotiation strategy. About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

David Gauke and John Hall analyse the June 2025 Spending Review from an insider perspective — examining why defence and net zero were the clear winners, why the NHS faces a capacity crunch despite generous day-to-day funding, and why the Sizewell nuclear investment failed to qualify as an off-balance-sheet financial asset. They also assess whether the Green Book rewrite signals a shift from economic rationality to political geography in infrastructure allocation. For businesses negotiating with government over capital investment and public contracts, this episode explains the forces shaping every spending decision for the next three years.They explore: Why capital spending is rising in defence and green energy How fiscal rules shape public spending decisions Whether the government is truly benefiting from its revised fiscal framework How changes to the Treasury “Green Book” could alter investment priorities What record post-war tax levels mean for future policy choices For anyone engaging with HM Treasury or operating in a sector reliant on public funding, understanding how capital allocation decisions are made is critical. This episode explains the political, economic and institutional forces shaping the Spending Review — and what they mean for the UK’s growth strategy. If you want to understand how government investment decisions are negotiated and prioritised, this episode provides the inside perspective. About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Former Treasury Minister David Gauke and HM Treasury official John Hall explain how the Spring Statement signals what to expect from the June Spending Review — and what it means for organisations negotiating with government. They assess the UK's shrinking fiscal headroom, the shift from revenue to capital spending, and why the Transformation Fund may disappoint. Essential listening for anyone dealing with the public sector in a period of fiscal constraint.Drawing on their experience inside Whitehall, they explore:How HM Treasury sets spending envelopesThe role of fiscal rules in shaping public sector negotiationsThe tension between capital investment and day-to-day spendingWhy innovation and efficiency matter in public servicesHow international economic pressures, including US policy shifts, influence UK fiscal strategyThis episode provides practical insight into how government spending decisions are made — and what businesses, sectors and public bodies should understand when engaging with HM Treasury during a Spending Review.If you want to understand how to negotiate with government during periods of fiscal constraint, this is the place to start.About the PodcastNegotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.