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Negotiations in Times of Crises The Wharton School Challenges in Strategic Negotiations August 2011. Gilead Sher. The Art and Practice of Negotiations. Some practical advices…. Relate to needs, rather than positions Never accept the first offer - PowerPoint PPT Presentation
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Negotiations in Times of CrisesThe Wharton School
Challenges in Strategic Negotiations
August 2011
Gilead Sher
The Art and Practice of Negotiations
Some practical advices…
Relate to needs, rather than positions Never accept the first offer Never lose your temper: use a neutral and relaxed language In other words: keep calm and carry on Always give only against consideration Stay focused on final objective Express appreciation to the other party Understand your deal before signing
Phase IPreparations, Diplomacy, Staff Work
Phase II
Phase III
LegitimacyAdvocacy
Phase IVThe Negotiation – Team Work
OPPOSITION
SPOILERSCONFLICTING INTERESTS
AFFECTED GROUPS and INDIVIDUALS
EXTREMISTS
Phase VReporting-Addressing spoilers-Concluding
How to create VALUE on a lasting basis The right parties? The right issues? The right sequence? The right table? And then: 1. tactics (AT the table) 2. deal design (creative agreement
on the surface and below it) 3. set up (extends to actions AWAY from table, to create most promising situation)
Identifying the problems and barriers; Depersonalize them Strategic policy design and goal definition Setting priorities, accommodating public interests Sequential targeting; specific objectives Media, consensus building and public opinion Constituencies: legitimize “the other” Perceptions and gap analysis; standards, norms Process management in multi-issue, multi-party, multi-level
set ups; Discipline Signing Timing: identifying opportunities; time issues Mandates, coalitions, spoilers – participants, opponents and
other players…
Reference List
Personalities; Mindsets Momentum and leverage; walk away alternatives Improving options; Creating a larger pie Adapting to changes in conditions and circumstances,
reframing; fresh thinking Creativity in general; Being purposive, neither reactive nor
passive Psychological and social dimensions Rolling re-assessment The behavior of leaders and principals Getting commitments and certainty The International Arena Getting to Closing.
Reference List (Cont.)
Different Approaches to Resolving a Complex Conflict
Key negotiation issues: What is the immediate and long-term purpose of the
negotiations; and then - What decisions need to be made now in order to
achieve those aims? Who can influence those who possess power (political
parties, interest groups, media, individuals); Who has the formal power and who is in fact the
decision maker.
Planning the Negotiations
our interests
our positions
our counterpats’ interests
positions presented by counterparts
potential agreement areas
Gaps and comments
Roger Fisher, Beyond MachiavelliSeven Elements of Negotiation in a Conflict Situation
1. Interests
2. Options
3. Legitimacy
4. Relationship
5. Communication
6. Commitment
7. Alternatives
Have the parties explicitly understood their own interests? Do the parties understand each other priorities and constraints?
Are sufficient options being generated?Is the process of inventing separated from the process of making commitments?
Have relevant precedents and other outside standards of fairness been considered? Can Principles be found that are persuasive to the other side? To us?
What is the ability of the parties to work together?Is there a working relationship between their negotiators? Are the parties paying attention to the kind of relationship they want in the future?
Is the way the parties communicate helping or interfering with their ability to deal constructively with the conflict? Are mechanisms in place to confirm that what is understood is in fact what was intended?
Are potential commitments well-crafted? Does each party know what it would like the other party to agree on? If the other side said yes, is it clear who would do what tomorrow morning? Verint March 2010 Strategic Negotiations
Does each side understand its Best Alternative to Negotiated Agreement – its BATNA? Are the negative consequences of not settling being used to bring the parties together?
Media, Consensus Building and Public Opinion
Preparation of Public Opinion Advocacy; lobbying; gaining legitimacy
(internally and externally) In critical negotiations, concerted effort and
attention must be given to continuous, comprehensive public relations
Leadership must keep in touch with the groups that would be likely to experience the heaviest loss as a result of any agreement
Perceptions and Symbolism
Perceptions vs. Objective Facts and Evidence Symbolic Images In such negotiations one always needs to keep in mind
the dignity, symbolism, tradition and heritage that the other party is concerned with.
The key to close a deal would not be the “truth”, the "justice" or the objective facts, but what’s in the minds of the respective parties.
If you mistakenly analyze the other side’s perception regarding its own objectives, you will constantly misread its conduct throughout the negotiation process
Negotiation in times of CrisisProcess ManagementBinding MechanismClear Benchmarking
PerceptionsMindsetsSymbolismTraditionNarratives
How words can help negotiation
Process Management
Process management may be as vital as the substance and content of the negotiations themselves
Primarily when there is a high-level third party involvement, a rigid framework that ensures progress is needed with a binding agenda from which the parties cannot be allowed to depart
It is essential that the facilitator require all negotiating parties to give their responses at every stage; to dictate a clear agenda, to compose a check list of who does what, when, and follow up its implementation.
Signing and Timing
Signing and Timing
Never leave the negotiation table before signing a document, once you have the final agreed draft ready
Constantly read the battlefield map, plan ahead
Simplify closing procedures Identify windows of opportunity and aim at
focusing events
Sept.
13,
1993
Oslo Declaration of Principles
- Israel
and
PLO
agree t
o
mut
ual
recogniti
on.
Sept
28,
1995
Oslo Interim Agreement
si
gned.
Pal
esti
ni
an
Aut
hority t
o
be
est
abli
shed.
Nov.
4,
1995
Israeli
PM
Yitzhak
Rabi
n
assassi
nat
ed
by
ri
ght-
wi
ng Israeli f
anati
c
Yi
gal
Am
ir.
Rabi
n i
s
repl
aced
by
Shi
mon
Peres
June,
1996
Ri
ght-
Wi
ng
Li
kud l
eader
Benj
am
in
Net
anyahu
el
ect
ed
Pri
me
Mi
ni
st
er i
n Israel,
repl
aci
ng
Shi
mon
Peres.
Sept,
1996
"Al-
Aksa t
unnel
ri
ots
-
Arab
sources
spread t
he f
al
se
rumor t
hat
a
gat
e
opened i
n
an
underground t
unnel t
ouri
st
attracti
on
by t
he Israeli
government,
endangered t
he f
oundati
ons
of t
he
Al-
Aqsa
mosque.
Thi
s
caused
several
days
of
ri
oti
ng
and
numerous
casualti
es.
Jan
18,
1997
Israel
and
Pal
esti
ni
ans
reach
agreement
on Israeli
redepl
oy
ment i
n t
he
West-
Bank
city
of
Hebron
Oct.
1998
Wye River Plantation talks result in an agreement
f
or Israeli
redepl
oy
ment
and
rel
ease
of
politi
cal
pri
soners
and
renewed
Pal
esti
ni
an
comm
it
ment t
o
correct its
vi
ol
ati
ons
of t
he
Osl
o
accords i
ncl
udi
ng
excess
poli
ce f
orce, ill
egal
ar
ms
and i
ncit
ement i
n
publi
c
medi
a
and
educati
on.
May
17,
1999
Israel
el
ects
Labor
party l
eader
and
For
mer
General
Ehud
Barak
as
Pri
me
Mi
ni
st
er i
n
a l
andsli
de.
Barak
prom
ises
rapi
d
progress t
oward
peace.
March,
2000
Israeli-
Syri
an
peace
negoti
ati
ons f
ail
when
Haf
ez
Assad
rej
ects
an Israeli
off
er
rel
ayed
by
US
Presi
dent
Cli
nt
on i
n
Geneva.
Sept.
28,
2000
Pal
esti
ni
ans i
niti
at
ed
ri
ots
aft
er Israeli
oppositi
on l
eader
Ariel Sharon
vi
sit
ed t
he
Templ
e
Mount,
whi
ch i
s
al
so t
he l
ocati
on
of t
he
Haram
as
Sharif
hol
y t
o
Musli
ms.
St
art
of
Second I
ntif
ada
See
Second Intifada Timeline
Second Intifada
Feb
6,
2001
Ri
ght-
wi
ng
Li
kud l
eader
Ariel Sharon
el
ect
ed
Pri
me
Mi
ni
st
er i
n Israel
repl
aci
ng
Ehud
Barak
and
prom
isi
ng
"peace
and
security."
Sept.
11,
2001
Terror
att
acks
on
Worl
d
Trade
Cent
er i
n
NYC
and t
he
Pent
agon
carri
ed
out
by f
anati
c Isl
am
ic
Al-Qaida
group
headed
by
Osama Bin Laden
i
niti
at
e
US
war
on t
error. Israel
and
Pal
esti
ni
ans
agree t
o
a
cease fire,
but it i
s
not i
mpl
ement
ed.
March-
April
2002
Israel
conducts
operati
on
Defensive Shield
i
n t
he
West
Bank, f
oll
owi
ng
a l
arge
number
of
Pal
esti
ni
an
sui
ci
de
att
acks
on
ci
vili
an t
argets.
Saudi peace initiative adopted at Beirut summit
.
Jan
28,
2003
El
ecti
ons i
n Israel
gi
ve
wi
de
margi
n
(40
seats) t
o
ri
ght
wi
ng
Li
kud
party,
ret
urni
ng
PM
Ariel Sharon
f
or
anot
her t
er
m.
March
19,
2003
US
begi
ns i
nvasi
on
of Iraq
by
a
stri
ke
agai
nst
a
buil
di
ng
where
Saddam
Hussei
n
and
ot
her l
eaders
are
meeti
ng.
Baghdad f
all
s,
April
9.
Jul
y
9,
2004
Int
ernati
onal
court
of
Justi
ce
(I
CJ)
rul
es t
hat t
he Israeli
security
barri
er
vi
ol
at
es i
nt
ernati
onal l
aw
and
must
be t
orn
down.
Nov
11,
2004
Pal
esti
ni
an
Aut
hority
Presi
dent
Yasser
Araf
at
di
es.
Jan
9,
2005
Mahmoud
Abbas
el
ect
ed
Presi
dent
of t
he
Pal
esti
ni
an
Nati
onal
Aut
hority.
Jan
10,
2005
Ari
el
Sharon f
or
ms
unity
government
wit
h
Labor
and
Unit
ed
Torah
Judai
sm
parti
es i
n Israel.
April
2005
Ari
el
Sharon
vi
sits
US
Presi
dent
George
Bush
at
hi
s
Texas
ranch.
Syri
an
Ar
my l
eaves
Lebanon,
offi
ci
all
y
endi
ng
Syri
an
occupati
on.
May
26,
2005
Mahmud
Abbas
vi
sits
US
Presi
dent
George
Bush
at t
he
Whit
e
House,
an i
mport
ant
sy
mboli
c
gest
ure
si
gnali
ng
US
backi
ng f
or
Abbas
and
Pal
esti
ni
an
aspirati
ons. Israel
rel
eases
400
Pal
esti
ni
an
pri
soners i
ncl
udi
ng
some
wit
h
bl
ood
on t
heir
hands.
Brit
ai
n
confir
ms
"l
ow
l
evel"
negoti
ati
ons
wit
h
Hamas.
June,
2005
Vi
ol
ence fl
ares i
n
Gaza.
US
Secret
ary
of
St
at
e
Condol
eezza
Ri
ce
vi
sits
Pal
esti
ni
an
and Israeli l
eaders t
o
ensure
coordi
nati
on
of Israeli
wit
hdrawal from
Gaza. Israeli
PM
Ari
el
Sharon
and
Pal
esti
ni
an
Presi
dent
Mahmoud
Abbas
meet i
n
Jerusal
em
June
21.
Sharon
announces t
hat
Pal
esti
ni
ans
have
prom
ised t
o
coordi
nat
e
regardi
ng
Gaza
wit
hdrawal.
PM
Abbas
post
pones
Pal
esti
ni
an l
egi
sl
ati
ve
el
ecti
ons i
n
order t
o
change t
he
el
ecti
on l
aw,
am
idst
growi
ng
concern t
hat
Hamas
will trounce
Abbas'
s
Fatah
party i
n t
he
el
ecti
ons.
Lebanese
el
ecti
ons
gi
ve
a
deci
si
ve
maj
ority t
o t
he
oppositi
on t
o
Syri
a, l
ed
by
Saad
Hariri,
son
of
sl
ai
n l
eader
Rafi
q
Hariri.
Aug.
15,
2005
Di
sengagement
- Israeli
evacuati
on
of
Gaza
settl
ements
and f
our
West
Bank
settl
ements
began
on
August
15
and
was
compl
et
ed
August
24.
Sept.
13,
1993
Oslo Declaration of Principles
- Israel
and
PLO
agree t
o
mut
ual
recogniti
on.
Sept
28,
1995
Oslo Interim Agreement
si
gned.
Pal
esti
ni
an
Aut
hority t
o
be
est
abli
shed.
Nov.
4,
1995
Israeli
PM
Yitzhak
Rabi
n
assassi
nat
ed
by
ri
ght-
wi
ng Israeli f
anati
c
Yi
gal
Am
ir.
Rabi
n i
s
repl
aced
by
Shi
mon
Peres
June,
1996
Ri
ght-
Wi
ng
Li
kud l
eader
Benj
am
in
Net
anyahu
el
ect
ed
Pri
me
Mi
ni
st
er i
n Israel,
repl
aci
ng
Shi
mon
Peres.
Sept,
1996
"Al-
Aksa t
unnel
ri
ots
-
Arab
sources
spread t
he f
al
se
rumor t
hat
a
gat
e
opened i
n
an
underground t
unnel t
ouri
st
attracti
on
by t
he Israeli
government,
endangered t
he f
oundati
ons
of t
he
Al-
Aqsa
mosque.
Thi
s
caused
several
days
of
ri
oti
ng
and
numerous
casualti
es.
Jan
18,
1997
Israel
and
Pal
esti
ni
ans
reach
agreement
on Israeli
redepl
oy
ment i
n t
he
West-
Bank
city
of
Hebron
Oct.
1998
Wye River Plantation talks result in an agreement
f
or Israeli
redepl
oy
ment
and
rel
ease
of
politi
cal
pri
soners
and
renewed
Pal
esti
ni
an
comm
it
ment t
o
correct its
vi
ol
ati
ons
of t
he
Osl
o
accords i
ncl
udi
ng
excess
poli
ce f
orce, ill
egal
ar
ms
and i
ncit
ement i
n
publi
c
medi
a
and
educati
on.
May
17,
1999
Israel
el
ects
Labor
party l
eader
and
For
mer
General
Ehud
Barak
as
Pri
me
Mi
ni
st
er i
n
a l
andsli
de.
Barak
prom
ises
rapi
d
progress t
oward
peace.
March,
2000
Israeli-
Syri
an
peace
negoti
ati
ons f
ail
when
Haf
ez
Assad
rej
ects
an Israeli
off
er
rel
ayed
by
US
Presi
dent
Cli
nt
on i
n
Geneva.
Sept.
28,
2000
Pal
esti
ni
ans i
niti
at
ed
ri
ots
aft
er Israeli
oppositi
on l
eader
Ariel Sharon
vi
sit
ed t
he
Templ
e
Mount,
whi
ch i
s
al
so t
he l
ocati
on
of t
he
Haram
as
Sharif
hol
y t
o
Musli
ms.
St
art
of
Second I
ntif
ada
See
Second Intifada Timeline
Second Intifada
Feb
6,
2001
Ri
ght-
wi
ng
Li
kud l
eader
Ariel Sharon
el
ect
ed
Pri
me
Mi
ni
st
er i
n Israel
repl
aci
ng
Ehud
Barak
and
prom
isi
ng
"peace
and
security."
Sept.
11,
2001
Terror
att
acks
on
Worl
d
Trade
Cent
er i
n
NYC
and t
he
Pent
agon
carri
ed
out
by f
anati
c Isl
am
ic
Al-Qaida
group
headed
by
Osama Bin Laden
i
niti
at
e
US
war
on t
error. Israel
and
Pal
esti
ni
ans
agree t
o
a
cease fire,
but it i
s
not i
mpl
ement
ed.
March-
April
2002
Israel
conducts
operati
on
Defensive Shield
i
n t
he
West
Bank, f
oll
owi
ng
a l
arge
number
of
Pal
esti
ni
an
sui
ci
de
att
acks
on
ci
vili
an t
argets.
Saudi peace initiative adopted at Beirut summit
.
Jan
28,
2003
El
ecti
ons i
n Israel
gi
ve
wi
de
margi
n
(40
seats) t
o
ri
ght
wi
ng
Li
kud
party,
ret
urni
ng
PM
Ariel Sharon
f
or
anot
her t
er
m.
March
19,
2003
US
begi
ns i
nvasi
on
of Iraq
by
a
stri
ke
agai
nst
a
buil
di
ng
where
Saddam
Hussei
n
and
ot
her l
eaders
are
meeti
ng.
Baghdad f
all
s,
April
9.
Jul
y
9,
2004
Int
ernati
onal
court
of
Justi
ce
(I
CJ)
rul
es t
hat t
he Israeli
security
barri
er
vi
ol
at
es i
nt
ernati
onal l
aw
and
must
be t
orn
down.
Nov
11,
2004
Pal
esti
ni
an
Aut
hority
Presi
dent
Yasser
Araf
at
di
es.
Jan
9,
2005
Mahmoud
Abbas
el
ect
ed
Presi
dent
of t
he
Pal
esti
ni
an
Nati
onal
Aut
hority.
Jan
10,
2005
Ari
el
Sharon f
or
ms
unity
government
wit
h
Labor
and
Unit
ed
Torah
Judai
sm
parti
es i
n Israel.
April
2005
Ari
el
Sharon
vi
sits
US
Presi
dent
George
Bush
at
hi
s
Texas
ranch.
Syri
an
Ar
my l
eaves
Lebanon,
offi
ci
all
y
endi
ng
Syri
an
occupati
on.
May
26,
2005
Mahmud
Abbas
vi
sits
US
Presi
dent
George
Bush
at t
he
Whit
e
House,
an i
mport
ant
sy
mboli
c
gest
ure
si
gnali
ng
US
backi
ng f
or
Abbas
and
Pal
esti
ni
an
aspirati
ons. Israel
rel
eases
400
Pal
esti
ni
an
pri
soners i
ncl
udi
ng
some
wit
h
bl
ood
on t
heir
hands.
Brit
ai
n
confir
ms
"l
ow
l
evel"
negoti
ati
ons
wit
h
Hamas.
June,
2005
Vi
ol
ence fl
ares i
n
Gaza.
US
Secret
ary
of
St
at
e
Condol
eezza
Ri
ce
vi
sits
Pal
esti
ni
an
and Israeli l
eaders t
o
ensure
coordi
nati
on
of Israeli
wit
hdrawal from
Gaza. Israeli
PM
Ari
el
Sharon
and
Pal
esti
ni
an
Presi
dent
Mahmoud
Abbas
meet i
n
Jerusal
em
June
21.
Sharon
announces t
hat
Pal
esti
ni
ans
have
prom
ised t
o
coordi
nat
e
regardi
ng
Gaza
wit
hdrawal.
PM
Abbas
post
pones
Pal
esti
ni
an l
egi
sl
ati
ve
el
ecti
ons i
n
order t
o
change t
he
el
ecti
on l
aw,
am
idst
growi
ng
concern t
hat
Hamas
will trounce
Abbas'
s
Fatah
party i
n t
he
el
ecti
ons.
Lebanese
el
ecti
ons
gi
ve
a
deci
si
ve
maj
ority t
o t
he
oppositi
on t
o
Syri
a, l
ed
by
Saad
Hariri,
son
of
sl
ai
n l
eader
Rafi
q
Hariri.
Aug.
15,
2005
Di
sengagement
- Israeli
evacuati
on
of
Gaza
settl
ements
and f
our
West
Bank
settl
ements
began
on
August
15
and
was
compl
et
ed
August
24.
Sept. 13, 1993
Oslo Declaration of Principles - Israel and PLO agree to mutual recognition.
Sept 28, 1995
Oslo Interim Agreement signed. Palestinian Authority to be established.
Nov. 4, 1995Israeli PM Yitzhak Rabin assassinated by right-wing Israeli fanatic Yigal Amir. Rabin is replaced by Shimon Peres
June, 1996Right-Wing Likud leader Benjamin Netanyahu elected Prime Minister in Israel, replacing Shimon Peres.
Sept, 1996"Al-Aksa tunnel riots - Arab sources spread the false rumor that a gate opened in an underground tunnel tourist attraction by the Israeli government, endangered the foundations of the Al-Aqsa mosque. This caused several days of rioting and numerous casualties.
Jan 18, 1997Israel and Palestinians reach agreement on Israeli redeployment in the West-Bank city of Hebron
Oct. 1998Wye River Plantation talks result in an agreement for Israeli redeployment and release of political prisoners and renewed Palestinian commitment to correct its violations of the Oslo accords including excess police force, illegal arms and incitement in public media and education.
May 17, 1999Israel elects Labor party leader and Former General Ehud Barak as Prime Minister in a landslide. Barak promises rapid progress toward peace.
March, 2000Israeli-Syrian peace negotiations fail when Hafez Assad rejects an Israeli offer relayed by US President Clinton in Geneva.
Sept. 28, 2000
Palestinians initiated riots after Israeli opposition leader Ariel Sharon visited the Temple Mount, which is also the location of the Haram as Sharif holy to Muslims. Start of Second Intifada See Second Intifada Timeline Second Intifada
Feb 6, 2001Right-wing Likud leader Ariel Sharon elected Prime Minister in Israel replacing Ehud Barak and promising "peace and security."
The Oslo Process timeline
Sept. 11, 2001
Terror attacks on World Trade Center in NYC and the Pentagon carried out by fanatic Islamic Al-Qaida group headed by Osama Bin Laden initiate US war on terror. Israel and Palestinians agree to a cease fire, but it is not implemented.
March-April 2002
Israel conducts operation Defensive Shield in the West Bank, following a large number of Palestinian suicide attacks on civilian targets. Saudi peace initiative adopted at Beirut summit.
Jan 28, 2003
Elections in Israel give wide margin (40 seats) to right wing Likud party, returning PM Ariel Sharon for another term.
March 19,2003
US begins invasion of Iraq by a strike against a building where Saddam Hussein and other leaders are meeting. Baghdad falls, April 9.
Nov 11, 2004
Palestinian Authority President Yasser Arafat dies.
Jan 9, 2005
Mahmoud Abbas elected President of the Palestinian National Authority.
June, 2005
Violence flares in Gaza. US Secretary of State Condoleezza Rice visits Palestinian and Israeli leaders to ensure coordination of Israeli withdrawal from Gaza. Israeli PM Ariel Sharon and Palestinian President Mahmoud Abbas meet in Jerusalem June 21. Sharon announces that Palestinians have promised to coordinate regarding Gaza withdrawal. PM Abbas postpones Palestinian legislative elections in order to change the election law, amidst growing concern that Hamas will trounce Abbas's Fatah party in the elections. Lebanese elections give a decisive majority to the opposition to Syria, led by Saad Hariri, son of slain leader Rafiq Hariri.
Aug. 15, 2005
Disengagement - Israeli evacuation of Gaza settlements and four West Bank settlements began on August 15 and was completed August 24.
The Theory of Constraints
Mandates and Coalitions
When you have a number of negotiating counterparts, you need to know their place in their system that has sent them, their authority within that administration and the amount of leeway they have Mobilizing resources, constituencies and stakeholders; Identifying policy allies, looking for natural coalitions
and shared interests; asking yourself how motivated these potential coalition partners are/might be;
Relationship mapping – locating who the real decision maker is. Who influences him;
Bridging the Gaps through Creativity
Every person comes to the negotiations they’ve been sent to with his/her own vision, made up of their beliefs, interests and personal experience
Gain empathy, reverse roles Harvard’s Professor Robert Mnookin:
Problem Solving is an orientation that seeks to create value both by minimizing transaction costs and by actively and creatively searching for trade-offs. The goal is to search for solutions that best serve your interests, while also respecting the legitimate needs and interests of the other side.
Momentum and Leverage
Maintaining positive momentum Confidence building measures:
It is essential to create the momentum of conceding little things along the way, in order to bring the other side to closing event
Seek to show visible, tangible change One needs to know that one has “earned”
concessions from the other side; it is deeply rooted in human nature
Adapting to Changes in Conditions & Circumstances
Situations are constantly changing and you have to adapt yourself to such changes in accordance with the conditions and the mood of the people on the opposite side
Think quickly, systematically and functionally Every change is important – but nothing is
more significant than getting the substantive agreement concluded and, subsequently, implemented
Follow your intuition
Leadership
Negotiations from the leaders’ perspective are merely a mechanism for communicating in order to implement strategies
A leader should be concentrating on leadership, setting out principles and general policy, not on the actual mechanics of the negotiations
The loneliness of the leader at the decisive moment should be addressed sensibly
International and Political Negotiators
All negotiators need to strive for the pie to be potentially enlarged
Waiting for ever more ripeness versus the risk of failing and then overcome the heavy price of resuming negotiations after such failure
Getting to Closing
In the best-case scenario, the negotiators might be able to bring the parties to a point from which an agreement is achievable
This is the point of balance where the compromises of one side meet the interests of the other and vice-versa
August 2011
Thank you, Shalom, Salam