3.1 The process of negotiation3.2 Differences: The raw materials of the negotiation process3.3 The NIMBY problem3.4 Dealing with Emotions3.5 Zone of possible agreement (ZOPA)3.6 Best Alternative to the Negotiated Agreement (BATNA)3.7 Demanding vs. giving in3.8 The limits of negotiations3.9 Negotiating an agreement to combat climate changeDiversity of parties, observers and non-party stakeholdersAnnex I partiesAnnex II partiesNon-Annex I partiesObserversNon-party stakeholdersRecurrent, polycentric, bottom-up interactionsBuilding consensusSpecifying a shared understanding3.10 Learning from climate negotiationsNotes