Abstract:
Complex
trade negotiations call for elaborate internal coordination and adept
negotiating actors. In successful cases, these actors develop reciprocal
dependent behaviors. Recent business and trade negotiation experiences
testify to the development of process mechanisms in a variety of
settings that demonstrate the capacity of the negotiators' role to
expand. Constraints are acknowledged, essentially, the fact that
the negotiator is a mandated agent and acts within a timebound context.
Still, as drivers, negotiators practice their trade creatively to
promote internal coordination, restructure the context, reframe and
help solve micro-negotiation conflicts, and create conditions for
the observance of reciprocating behaviors. The French term endroit
is used to describe the venue in which collaborative negotiation
is conducted.
