Wednesday, April 3, 2019

Small Steps and Quantum Leaps in Negotiation



Introduction
A couple of weeks ago an item of news received little attention, being eclipsed by the release of the Mueller Report. Although perhaps not very significant in its own right, it provides an important opportunity for negotiation scholars and practitioners to analyze and learn from.

On March 22nd, 2019, President Trump reversed a decision by his Treasury Department to impose additional large-scale sanctions on North Korea. “I have today ordered the withdrawal of those additional sanctions!” tweeted the president without much further explanation.

A New York Times article on March 22nd stated: “[This Decision] created confusion at the highest levels of the federal government, just as the president’s aides were seeking to pressure North Korea into returning to negotiations over dismantling its nuclear weapons program”.

Cogent arguments were contended against the president’s decision. Some argued that the reversal of the Treasury Department’s decision conveyed a state of disarray in U.S policy – not an image that we wish to project to friends or foes. Others were concerned about not exerting a policy of maximum pressure on the North Korean regime, without which they are unlikely to unwind their nuclear weapon program. Another reservation expressed was that the reversal would tarnish and undermine the world’s opinion about American resolve.

Can an argument be made in favor of the president’s reversal of the Treasury Department’s “large-scale sanctions” decision?

Be Consistent in a Dispute Resolution Process
When embroiled in a dispute of any kind, careful and deliberate consideration needs to be given as to the appropriate process best suited to resolve that dispute. Is it to be negotiation or mediation? Or is it perhaps litigation or war? Is diplomacy more appropriate or would a campaign of threats, pressure and intimidation be more effective? (See also: Choosing the Appropriate Dispute Resolution Process).

Once an appropriate process has been decided upon, it is important to implement that particular process exclusively, without contaminating it with elements of other processes.

Read more —>