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Negotiations in Times of Crises The Wharton School Challenges in Strategic Negotiations August 2011 Gilead Sher

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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