Almost two decades have passed since the launch of the Israeli - Palestinian negotiations, more if we count the unofficial contracts over the years that had paved the way for formal talks. This report provides a detailed examination of two decades of Israeli – Palestinian negotiations with a view to indentifying the deficiencies in the Palestinian negotiating approach and drawing lessons of use to future Palestinian negotiators in the context of power.
The ability to negotiate effectively is viewed as one of the most important skills managers can have. Difficult at the best of times, negotiation becomes even more complex and challenging when it takes place between people of different cultural values, lifestyles, expectations, languages, and problem-solving techniques. For example, cultural differences in negotiation may concern the extent to which parties emphasise the task over relationships, spend time in preparation, rely on general principles rather than specific issues, and engage many or few people in the process.
Deresky (2011) stated negotiations generally proceed in five stages: preparation, relationship building, exchanging task-related information, persuasion, and concessions and agreement. In reality, these stages may overlap and negotiators may temporarily revert back to a previous stage.
Stage one: Preparation
Most problems in negotiation are caused by differences in culture, language, and environment (REFRENCE). As such, it is important to spend time learning about your counterparts’ negotiating styles and expectations in addition to developing a tactical strategy. Part of this preparation entails understanding your own negotiating style and how it likely differs from others’.
Sometimes, the entire negotiation process is something that must be learned from scratch. For instance, Newport Mining Corporation of Denver found themselves at a standstill when negotiating a joint venture with...