To Negotiate or Not?

Jeswald W. Salacuse

Chapter 3 in Negotiating Life, 2013, pp 19-28 from Palgrave Macmillan

Abstract: Abstract Politicians and pundits like to give simplistic, definitive advice about negotiating. They tell us things such as “Always negotiate from strength” and “Never negotiate with terrorists.” Unfortunately, their advice is of little use in answering the two most important strategic questions for dealing with the conflicts we face in our lives. First, when should we negotiate with the other side? Second, if we do negotiate, when should we agree to settle for a deal that the other side is willing to accept?

Keywords: Business Partner; Violent Conflict; Peace Treaty; African National Congress; Sinai Peninsula (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-31874-9_3

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DOI: 10.1057/9781137318749_3

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