{"id":7318,"date":"2023-08-07T15:44:43","date_gmt":"2023-08-07T14:44:43","guid":{"rendered":"https:\/\/www.gpsj.co.uk\/?p=7318"},"modified":"2023-08-07T15:47:02","modified_gmt":"2023-08-07T14:47:02","slug":"negotiation-mind-games-and-guessing-a-myth-exploded","status":"publish","type":"post","link":"https:\/\/www.gpsj.co.uk\/?p=7318","title":{"rendered":"Negotiation, mind games and guessing \u2013 a myth exploded"},"content":{"rendered":"<div id=\"attachment_7320\" style=\"width: 310px\" class=\"wp-caption alignright\"><a href=\"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy.png\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-7320\" class=\"wp-image-7320\" src=\"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png\" alt=\"\" width=\"300\" height=\"449\" srcset=\"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png 684w, https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-200x300.png 200w, https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-768x1150.png 768w, https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-100x150.png 100w, https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-400x599.png 400w, https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy.png 800w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><\/a><p id=\"caption-attachment-7320\" class=\"wp-caption-text\">Andy Archibald, Scotwork UK<\/p><\/div>\n<p><span style=\"color: #808080;\"><em>By Andy Archibald, Senior Consultant at Scotwork UK<\/em><\/span><\/p>\n<p>It has been a long time coming but next year will mark a significant change in the way that the public sector buys in a whole host of situations.<\/p>\n<p>Transforming Public Procurement is designed to simplify and modernise the way procurement and commercial teams negotiate, ultimately providing more freedom to generate different (and hopefully better) outcomes.<\/p>\n<p>The changes will create opportunities and challenges for negotiators in the public sector, including, among many, the critical decision about what information is disclosed and when.<\/p>\n<p>Information in negotiations is critical \u2013 when negotiating, thinking about how to manage expectations by sharing information, while at the same time gathering useful information from the other parties to help later in the process, is a core skill.<\/p>\n<p>For almost 50 years, Scotwork have been negotiation consultants and trainers for many of the world&#8217;s leading organisations. During this time, we have been gathering data on the key capabilities of organisations and one of the key insights we can share is that information is a real source of power\u2026 but is rarely used well.<\/p>\n<p>This has been ratified by my own experience of working in the public sector and consulting with many clients\u2019 negotiators.<\/p>\n<p>Years ago, I heard a story about a wannabe traveller walking into a travel agent shop.<\/p>\n<p>\u201cGood afternoon. How might I help you\u201d began the travel agent.<\/p>\n<p>\u201cI want to book a holiday\u201d responded the traveller.<\/p>\n<p>\u201cGreat!\u201d says the travel agent. \u201cWhere would you like to go?\u201d<\/p>\n<p>\u201cGuess\u201d the traveller instructs the travel agent.<\/p>\n<p>\u201cI beg your pardon?\u201d replied the confused travel agent.<\/p>\n<p>\u201cI want you to guess!\u201d confirmed the traveller.<\/p>\n<p>This story may or may not have actually happened. But I see this happen all the time in negotiations, where negotiators on both sides of the table withhold crucial information (i.e. what they want), hoping that the other side will somehow guess.<\/p>\n<p>Negotiators hold on to information for typically two reasons &#8211; it\u2019s too difficult to say or they believe holding on to information gives them more power and it will lead to a better outcome.<\/p>\n<p>The first reason is understandable, because negotiations can be uncomfortable and often we may need to \u2018feel\u2019 our way into it and figure out what is possible. But the second is a stretch, to say the least.<\/p>\n<p>To give an example, in a recent negotiation I was advising on, the buyer negotiating with a supplier had a situation where the primary objective was to secure a 30% saving on an invoice as well as a favourable price going forward on a longer-term agreement with a significant volume. There were multiple ways in which an agreement could have been reached but crucial to the outcome was the buyer telling the seller specifically what they wanted.<\/p>\n<p>But the buyer did the opposite, withholding what they wanted and forcing the seller to guess. With each guess, the seller did move incrementally towards what the buyer wanted but at a snail\u2019s pace.<\/p>\n<p>\u201cThey (the sellers) are not giving us what we want!\u201d said the buyer when I asked why progress was so slow.<\/p>\n<p>I probed further, ultimately asking if the buyer had told the seller what they wanted.<\/p>\n<p>\u201cNo, of course not. They might give us more!\u201d<\/p>\n<p>That might be right and the buyer might get more than what they want if they make the seller guess. And who knows, maybe I\u2019ll score the winning goal in a World Cup final. But probably not. The negotiation did, however, achieve one thing, and that was a lot of wasted time on both sides.<\/p>\n<p>Fortunately, this was a simulated negotiation with a public sector client upskilling their procurement team and it therefore gave me a unique opportunity to also get the seller\u2019s perspective. Unsurprisingly, they confirmed they would never have guessed the buyer needed a 30% discount and had instead just thought the buyer wanted a slightly better deal. And while it didn\u2019t guarantee the seller would have given the buyer everything they wanted, they would have considered it had it been shared early on in the negotiation and there was a credible reason why (i.e. more than just wanting a better deal).<\/p>\n<p>Many will explain away this behaviour by saying they\u2019d never do the same in the real world. But that\u2019s not true. Negotiators behave the exact same way in the real world as they do in a classroom, forcing the other side to guess what they want.<\/p>\n<p>Negotiation does not involve mind reading, and asking the other side to guess your preferred outcome rarely has the desired effect. The first part of the negotiation puzzle is to be clear on what you want and tell your counterpart(s) what it is and why.<\/p>\n<p>It may not guarantee you get it, but it sets up the negotiated outcome in the right way.<\/p>\n<p><strong>For further information, please visit<a href=\"http:\/\/www.scotwork.co.uk\"> www.scotwork.co.uk<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p id=\"caption-attachment-7320\" class=\"wp-caption-text\">Andy Archibald, Scotwork UK<\/p>\n<p>By Andy Archibald, Senior Consultant at Scotwork UK<\/p>\n<p>It has been a long time coming but next year will mark a significant change in the way that the public sector buys in a whole host of situations.<\/p>\n<p>Transforming Public Procurement is designed to simplify and modernise the way procurement <\/p>\n<p>Continue reading <a href=\"https:\/\/www.gpsj.co.uk\/?p=7318\">Negotiation, mind games and guessing \u2013 a myth exploded<\/a><\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[1364,1406],"tags":[3623,25,417,264,1896,604,3621,310,416,422,3622],"class_list":["post-7318","post","type-post","status-publish","format-standard","hentry","category-consultants-consulting","category-training","tag-andy-archibald","tag-government-public-sector-journal","tag-government-journal","tag-gpsj-magazine","tag-negotiation","tag-procurement","tag-public-procurement","tag-public-sector","tag-public-sector-journal","tag-public-sector-magazine","tag-scotwork","odd"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Negotiation, mind games and guessing \u2013 a myth exploded - Government &amp; Public Sector Journal<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.gpsj.co.uk\/?p=7318\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Negotiation, mind games and guessing \u2013 a myth exploded - Government &amp; Public Sector Journal\" \/>\n<meta property=\"og:description\" content=\"Andy Archibald, Scotwork UK By Andy Archibald, Senior Consultant at Scotwork UK It has been a long time coming but next year will mark a significant change in the way that the public sector buys in a whole host of situations. Transforming Public Procurement is designed to simplify and modernise the way procurement Continue reading Negotiation, mind games and guessing \u2013 a myth exploded\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.gpsj.co.uk\/?p=7318\" \/>\n<meta property=\"og:site_name\" content=\"Government &amp; Public Sector Journal\" \/>\n<meta property=\"article:published_time\" content=\"2023-08-07T14:44:43+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-08-07T14:47:02+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png\" \/>\n<meta name=\"author\" content=\"The GPSJ Team\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"The GPSJ Team\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318\"},\"author\":{\"name\":\"The GPSJ Team\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/#\\\/schema\\\/person\\\/d54386f99736367ec2789825fed93b4a\"},\"headline\":\"Negotiation, mind games and guessing \u2013 a myth exploded\",\"datePublished\":\"2023-08-07T14:44:43+00:00\",\"dateModified\":\"2023-08-07T14:47:02+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318\"},\"wordCount\":841,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.gpsj.co.uk\\\/wp-content\\\/uploads\\\/2023\\\/08\\\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png\",\"keywords\":[\"Andy Archibald\",\"Government &amp; Public Sector Journal\",\"Government Journal\",\"GPSJ Magazine\",\"Negotiation\",\"procurement\",\"Public Procurement\",\"public sector\",\"Public Sector Journal\",\"Public Sector Magazine\",\"Scotwork\"],\"articleSection\":[\"Consultants &amp; Consulting\",\"Training\"],\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318\",\"url\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318\",\"name\":\"Negotiation, mind games and guessing \u2013 a myth exploded - Government &amp; Public Sector Journal\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.gpsj.co.uk\\\/wp-content\\\/uploads\\\/2023\\\/08\\\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png\",\"datePublished\":\"2023-08-07T14:44:43+00:00\",\"dateModified\":\"2023-08-07T14:47:02+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/#\\\/schema\\\/person\\\/d54386f99736367ec2789825fed93b4a\"},\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#primaryimage\",\"url\":\"https:\\\/\\\/www.gpsj.co.uk\\\/wp-content\\\/uploads\\\/2023\\\/08\\\/Andy-Archibald-Scotwork-UK-Copy.png\",\"contentUrl\":\"https:\\\/\\\/www.gpsj.co.uk\\\/wp-content\\\/uploads\\\/2023\\\/08\\\/Andy-Archibald-Scotwork-UK-Copy.png\",\"width\":800,\"height\":1198,\"caption\":\"Andy Archibald, Scotwork UK\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?p=7318#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.gpsj.co.uk\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Negotiation, mind games and guessing \u2013 a myth exploded\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/#website\",\"url\":\"https:\\\/\\\/www.gpsj.co.uk\\\/\",\"name\":\"Government &amp; Public Sector Journal\",\"description\":\"Public Sector, Government, business, stories and news along with latest developments, research, thought leadership, strategy, policy and insights\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-GB\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.gpsj.co.uk\\\/#\\\/schema\\\/person\\\/d54386f99736367ec2789825fed93b4a\",\"name\":\"The GPSJ Team\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/13cdd73dc4abbd6e05b80a0562c7c553a9104ad2e5e96ee20afca2c462894143?s=96&d=blank&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/13cdd73dc4abbd6e05b80a0562c7c553a9104ad2e5e96ee20afca2c462894143?s=96&d=blank&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/13cdd73dc4abbd6e05b80a0562c7c553a9104ad2e5e96ee20afca2c462894143?s=96&d=blank&r=g\",\"caption\":\"The GPSJ Team\"},\"sameAs\":[\"http:\\\/\\\/gpsj.co.uk\"],\"url\":\"https:\\\/\\\/www.gpsj.co.uk\\\/?author=3\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Negotiation, mind games and guessing \u2013 a myth exploded - Government &amp; Public Sector Journal","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.gpsj.co.uk\/?p=7318","og_locale":"en_GB","og_type":"article","og_title":"Negotiation, mind games and guessing \u2013 a myth exploded - Government &amp; Public Sector Journal","og_description":"Andy Archibald, Scotwork UK By Andy Archibald, Senior Consultant at Scotwork UK It has been a long time coming but next year will mark a significant change in the way that the public sector buys in a whole host of situations. Transforming Public Procurement is designed to simplify and modernise the way procurement Continue reading Negotiation, mind games and guessing \u2013 a myth exploded","og_url":"https:\/\/www.gpsj.co.uk\/?p=7318","og_site_name":"Government &amp; Public Sector Journal","article_published_time":"2023-08-07T14:44:43+00:00","article_modified_time":"2023-08-07T14:47:02+00:00","og_image":[{"url":"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png","type":"","width":"","height":""}],"author":"The GPSJ Team","twitter_card":"summary_large_image","twitter_misc":{"Written by":"The GPSJ Team","Estimated reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.gpsj.co.uk\/?p=7318#article","isPartOf":{"@id":"https:\/\/www.gpsj.co.uk\/?p=7318"},"author":{"name":"The GPSJ Team","@id":"https:\/\/www.gpsj.co.uk\/#\/schema\/person\/d54386f99736367ec2789825fed93b4a"},"headline":"Negotiation, mind games and guessing \u2013 a myth exploded","datePublished":"2023-08-07T14:44:43+00:00","dateModified":"2023-08-07T14:47:02+00:00","mainEntityOfPage":{"@id":"https:\/\/www.gpsj.co.uk\/?p=7318"},"wordCount":841,"commentCount":0,"image":{"@id":"https:\/\/www.gpsj.co.uk\/?p=7318#primaryimage"},"thumbnailUrl":"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png","keywords":["Andy Archibald","Government &amp; Public Sector Journal","Government Journal","GPSJ Magazine","Negotiation","procurement","Public Procurement","public sector","Public Sector Journal","Public Sector Magazine","Scotwork"],"articleSection":["Consultants &amp; Consulting","Training"],"inLanguage":"en-GB","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.gpsj.co.uk\/?p=7318#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.gpsj.co.uk\/?p=7318","url":"https:\/\/www.gpsj.co.uk\/?p=7318","name":"Negotiation, mind games and guessing \u2013 a myth exploded - Government &amp; Public Sector Journal","isPartOf":{"@id":"https:\/\/www.gpsj.co.uk\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.gpsj.co.uk\/?p=7318#primaryimage"},"image":{"@id":"https:\/\/www.gpsj.co.uk\/?p=7318#primaryimage"},"thumbnailUrl":"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy-684x1024.png","datePublished":"2023-08-07T14:44:43+00:00","dateModified":"2023-08-07T14:47:02+00:00","author":{"@id":"https:\/\/www.gpsj.co.uk\/#\/schema\/person\/d54386f99736367ec2789825fed93b4a"},"breadcrumb":{"@id":"https:\/\/www.gpsj.co.uk\/?p=7318#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.gpsj.co.uk\/?p=7318"]}]},{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.gpsj.co.uk\/?p=7318#primaryimage","url":"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy.png","contentUrl":"https:\/\/www.gpsj.co.uk\/wp-content\/uploads\/2023\/08\/Andy-Archibald-Scotwork-UK-Copy.png","width":800,"height":1198,"caption":"Andy Archibald, Scotwork UK"},{"@type":"BreadcrumbList","@id":"https:\/\/www.gpsj.co.uk\/?p=7318#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.gpsj.co.uk\/"},{"@type":"ListItem","position":2,"name":"Negotiation, mind games and guessing \u2013 a myth exploded"}]},{"@type":"WebSite","@id":"https:\/\/www.gpsj.co.uk\/#website","url":"https:\/\/www.gpsj.co.uk\/","name":"Government &amp; Public Sector Journal","description":"Public Sector, Government, business, stories and news along with latest developments, research, thought leadership, strategy, policy and insights","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.gpsj.co.uk\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-GB"},{"@type":"Person","@id":"https:\/\/www.gpsj.co.uk\/#\/schema\/person\/d54386f99736367ec2789825fed93b4a","name":"The GPSJ Team","image":{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/secure.gravatar.com\/avatar\/13cdd73dc4abbd6e05b80a0562c7c553a9104ad2e5e96ee20afca2c462894143?s=96&d=blank&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/13cdd73dc4abbd6e05b80a0562c7c553a9104ad2e5e96ee20afca2c462894143?s=96&d=blank&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/13cdd73dc4abbd6e05b80a0562c7c553a9104ad2e5e96ee20afca2c462894143?s=96&d=blank&r=g","caption":"The GPSJ Team"},"sameAs":["http:\/\/gpsj.co.uk"],"url":"https:\/\/www.gpsj.co.uk\/?author=3"}]}},"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=\/wp\/v2\/posts\/7318","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7318"}],"version-history":[{"count":6,"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=\/wp\/v2\/posts\/7318\/revisions"}],"predecessor-version":[{"id":7326,"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=\/wp\/v2\/posts\/7318\/revisions\/7326"}],"wp:attachment":[{"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7318"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7318"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.gpsj.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7318"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}