An approach to negotiation that frames negotiation as an adversarial, zero-sum exercise focused on claiming – rather than creating – value. Typically, one party will stake out a high (or low) opening position (demand or offer) and the other a correspondingly low (or high) one. Then a series of (usually reciprocal) concessions are made until
concessions
The things one side gives up in order to deescalate or resolve a conflict. They may simply be points in an argument, a reduction in demands, or a softening of one side’s position. (from http://www.colorado.edu/conflict/peace/glossary.htm
The following items are tagged concessions.
A ‘Declaration of Principles’ for the Mideast
Haim Ramon, a Vice Prime Minister of Israel, recently stated that Israel hoped to reach agreement with its Palestinian negotiating partners by the end of 2008 on a “declaration of principles” for peace, but not on a detailed peace treaty. At this time of escalating violence and diminishing hope, the call for such a declaration
5 Wrong Assumptions About Negotiating with North Korea
The following article appeared on page B-7 of the San Francisco Chronicle on July 24, 2006.
How to continue to negotiate with leaders in Pyongyang became an immediately urgent question on July 4 when North Korea test-fired seven missiles over the Sea of Japan. Pyongyang’s provocation makes all players involved in this high-stakes game reluctant
January 2006
Create Accountability, Improve Negotiations: The need to justify negotiation decisions can boost results
Beyond Blame: Choosing a Mediator. It’s all too easy to resort to finger pointing when a deal goes sour. With the help of a mediator, both sides can move forward
Leveraging Emotion in Negotiation: When negotiations run high, outcomes can suffer. Here’s
Disconnecting ‘Quid’ from ‘Quo’
The following commentary by PON chair Robert Mnookin and managing director Susan Hackley appeared in the September 26, 2004 issue of the Los Angeles Times.
It is often valuable to open lines of communication with hostage-takers.
During the 1972 Olympics in Munich, Germany, 11 Israeli athletes were taken hostage by Black September Palestinians demanding the release
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