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The Phases and the Dialogue
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acceptable consensus action agreement approach attempt audience bargaining chips basic bloc bloc voting bootstrapping burden of negotiation Canal Area career concerns Chile conceptualization concessions conducting the dialogue continuing relationship course credibility defending side defense demonstrate desired consensus develop divide and conquer drafting effective negotiator elements enhance example exploitation and manipulation exposure favorable formulation goals and objectives haggle zone impact importance inhibit interest intraorganizational and international intraorganizational environment intraorganizational negotiation issue Lock Canal mediator mindset negotiated result negotiating cost negotiating effort negotiating game plan negotiating relationship negotiating situation negotiation dialogue negotiation involves negotiation process negotiator's one's opening position operational orchestration organizational packaging Panama Panama Canal parties perception persuasion play possible post-negotiation potential practice preparation phase principal principal's private negotiating environment probing procedural proposal reaction reflect sensitive substantive linkage tacit communication tactics and ploys techniques tend thereby think negotiation tion tional tive Treaty vulnerability whipsawer