Chapter 4

The International Negotiators’ Toolkit

You now have a number of models, graphs, and matrixes to help you to plan, operate, and monitor your international negotiations. In this last chapter, you will find the international negotiator’s toolkit, which is a complementary set of tools to structure and organize your approach.

Sometimes you might feel uncomfortable with a negotiation. There are things that you want to do, but you don’t dare take the leap to do them. An international negotiator cannot be shy or fearful. You need to enjoy each single negotiation round. If not, you are either doing the wrong job, or doing it the wrong way.

It can also happen that you hesitate too much before a tempting decision, and you are not conscious of ...

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