The effort by Australia’s richest businesswoman, Gina Rinehart, to break into the boardroom of Fairfax Media, is a textbook study in how not to conduct a negotiation, according to experts.

Objectively, Rinehart has an excellent case in pressing for a board position. She bought shares in Fairfax at a time when other key investors were bailing out and the share price struggling. Rinehart is now the single biggest shareholder, with about 14%. Her interests are strongly aligned, in principle, with those of other shareholders.