Notes
Chapter 2
1 On different negotiating techniques, see Iklé (1964), Sjöstedt et al (1994) and Zartman (1994).
2 On the importance of culture in negotiation, see Faure (1999) and Zartman (1999).
3 ‘The more items at stake can be divided into goods valued more by one party (or parties) than they cost to the other(s) and goods valued more by the other party (or parties) than they cost to the first, the greater the chances of a successful outcome’; cited in Sjöstedt et al, 1994, p8).
4 In the interests of simplicity, the remainder of this chapter will refer only to a ‘Conference of the Parties’ (COP).
Chapter 3
1 Melinda Kimble, senior US negotiator on the climate change negotiations, conversation with the author during the first Extraordinary ...
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