If you're negotiating with government, you're not just dealing with a department — you're negotiating with the Treasury.

In this episode of the Negotiating Government Podcast, David Gauke (former Chief Secretary to the Treasury) and John Hall (former HM Treasury official) explain how the Treasury shapes every major government decision — even when it’s not in the room.

Drawing on real experience inside Whitehall, they break down how public spending decisions are made, why negotiations with government can feel slow and opaque, and what private sector organisations must do differently to succeed.

You’ll learn how HM Treasury acts as the ultimate gatekeeper of policy, funding, and approval — and why understanding its mindset is critical if you want to influence outcomes.

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 difficult

Key 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 made

About the Podcast

Negotient 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 SAG-AFTRA Strike Explained: AI, Streaming Residuals and Why Strikes Escalate

Why did the 2023 SAG-AFTRA strike last so long — and why do rational negotiators sometimes accept mutually damaging outcomes?

In this episode of Negotiating Government, Miranda Worthington (former Director of Industrial Relations at the UK Department of Health & Social Care) and Josh Flax (former Deputy Director of the US Federal Mediation Service) analyse the SAG-AFTRA strike and what it reveals about modern labour negotiations.

They explore:

• The role of AI and digital likeness rights in actors’ contracts
• How streaming residuals changed the economics of film and television
• Why high-profile strikes escalate despite clear financial losses
• How cognitive biases such as the sunk cost fallacy and stop-loss bias distort decision-making
• The power of “moves away from the table” and shaping public opinion
• How celebrity visibility created leverage in a public negotiation

Using 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 Podcast

Negotient 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.

Inside the UK Budget 2025: Tax Rises, the Fingleton Review and What It Means for Business

What does the UK Budget 2025 really mean for businesses negotiating with government?

In this episode of Negotiating Government, former Treasury official John Hall and former Chief Secretary to the Treasury David Gauke analyse the November 2025 UK Budget from an insider’s perspective — focusing on what matters most for the private sector.

They examine:

• Why the Budget prioritised fiscal repair over economic growth
• What the Fingleton Review reveals about regulatory reform and infrastructure delivery
• Whether the government’s fiscal headroom strategy is sustainable
• The pressure points facing sectors such as NHS pharmaceuticals and energy
• Whether “temporary” taxes like the Energy Profits Levy ever truly remain temporary
• The strategic importance of the new Local Growth Fund and mayoral investment powers

Despite 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 Podcast

Negotient 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.