Negotiation

Paper Summary:

In this article, the writer examines the power of negotiation, using past experiences of the United States and the Soviet Union as examples. The writer points out that a good negotiator must overcome personal and nonconstructive negative emotions. Further, the writer states that diffusing tensions rather than igniting them during the early stages of a crisis is important. It is crucial to find mutual goals during a negotiation.
The writer notes that allowing the other party to save face may keep them at the bargaining table, without looking weak.

Outline:
Introduction
Step 1: Go to the Balcony
Step 2: Step to their side
Step 3: Tackle the problem together
Step 4: Reframe
Step 5: Build a golden bridge
Step 5: Use power to educate, even if the other side seems intransigent

From the Paper:

"Taking a deep breath, gaining composure, and metaphorically going to the balcony to get some fresh air may seem like a counterintuitive first step, but it is the best thing to do during a crisis. When the presence of the missiles was first discovered through reconnaissance photography, Kennedy did not immediately announce this fact to the American populace. Instead, Kennedy embarked upon seven days of guarded and intense debate with his most trusted advisors. He did not want the Soviets to know that America was aware of the missiles, either, until he had a chance to evaluate all of his options and find one that would lead to the most mutually satisfactory solution."

Sample of Sources Used:

• "An Overview of the Crisis." The Cuban Missile Crisis. 1997. 23 Feb 2007.<http://library.thinkquest.org/11046/days/index.html>
• "Discovery." The Cuban Missile Crisis. 1997. 23 Feb 2007. < http://library.thinkquest.org/11046/days/discovery.html>
• "Ends of a Rope." The Cuban Missile Crisis. 1997. 1997. 23 Feb 2007. http://library.thinkquest.org/11046/days/rope.html
• "Public Phase." The Cuban Missile Crisis. 1997. 1997. 23 Feb 2007. <http://library.thinkquest.org/11046/days/public.html>
• Ury, William. Getting to Yes. New York: Houghton Mifflin, 1992.

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