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Grateful to have this drawn to my attention because it illustrates the difference between two types of negotiation, mutual benefit - let's find what both sides want - and blackmail - if you don't do this you will suffer.
Now I had assumed that the UK in trying to replicate trade negotiations were trying the first - let's find a mutual solution. To give a good impression of post-EU UK. Might take a while and cost something, but gets us off to a good start.
If Liam Fox is saying countries weren't interested in progressing until no-deal was confirmed, he is actually saying we didn't try for the mutual benefit, we were just saying to them you will suffer if you don't roll this over. I doubt this went down very well.
The US can just about get away with the blackmail school of trade negotiation right now given size - but at a price that nobody really wants to talk to them. But the UK? The other countries assume we'll need the deals, our threats lack credibility
And the read across to EU negotiations is obvious, especially to those thinking we have to threaten no-deal. No, we have to find genuine mutual benefit, and every negotiator wants things. Interspersed only occasionally with gentle hints of a credible threat.
This is all explained well by @DmitryOpines at explaintrade.com for example the below, or this one /end explaintrade.com/blogs/2018/9/6…
explaintrade.com/blogs/2019/1/1…
explaintrade.com/blogs/2019/1/1…
