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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER  13

Diplomatic Negotiation Perspective

The diplomatic services of some countries have a working definition of diplomacy that excludes the word negotiation because they don’t like the connotations of that term. They feel that, at worst, the role of a negotiator is to bamboozle the enemy at their front door while your military forces kick down their back door! They see the purpose of practical diplomacy as being to clean up the mess that nations all too often get themselves into by trying to deceive one another and impose a “win-lose” result in so-called negotiations. This resonates with the ethos we have discussed throughout this book, where the objective of principled negotiation is a “win-win” that aims to ensure that all parties to ...

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