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Secrets of Power Negotiating by Roger Dawson

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Chapter 66The Attitudinal Drive

This negotiator believes that if both sides trust and like each other, they can resolve their differences. The Attitudinal Drive negotiator would never resolve a problem by telephone or through an intermediary. They want to be facing the other person so they can get a feel for who that person is, believing that, and “If we know each other well enough, we can find a solution.”

Jimmy Carter is an attitudinal negotiator. He initiated contact with the North Koreans when they were refusing to back down on their nuclear weapons program. He met with Haitian General Cedras until the brink of war and pleaded with President Clinton for a few more minutes to reason with the general. When he finally reached a settlement he ...

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