Charlotte Westerhaus-Renfrow: To crush or not to crush: The case of the clueless negotiator

Please subscribe to IBJ to decode this article.

gafvtwts= paetdiohatov1nerYy erygaa"wrr/s=2ianuna1"k j/1 d2riawioo adtrjlctiokiol2t"agzs,n1seai/ah i "f"/rs/rrgisentest up>ilblaopeose/wft lnrs/r1dsthn.clea"-u

eirt ss(tcnscshoewuo o tw ets!oY,nsaogvlhie tnw letwi u m arst htt a.Thsdaeat l.hsahae ooiloeaid NoiekanmeA)h onearepp hnii ttai ?nntfpmts i adwsenssr rnis uAuu g ne,hehpphgrstas eujcasBorb uroude T otk stis om patyebcsBuhe no

ep ,Dogierl o kc oytry eccp oOiNsml gu? oaulkut ? ahoaian ht n wy dy :rsudcoinrfued olalau

wtl .ay,t eeolndy aertaengar’wus ooeewl Bkfa krassne t

tnga>/otro’/ esBgoosnheiortt  ◗nrb g< g.lon

gog cl .wieaiuea obhpnilh.af eaa ndtaeT inltnr o ettattls.ui Qkti sTocat t lc sueoik y rsungMB b ”iookroaideeoo sy“ goe iolodrtverueIs el ccsagy g cessegiui:iGi n aigwg tn tao Atnroeigeom f’gdjnc aianyegnaameoliioh p,t oheiuu s srnttotturhcors una trgehoWuaidns nlhmmbi“ t t o,op d?e l seitukivd tpamydtnrs” en,aeNtent u lm’ yuerpoyhavtitgino gti“aaaatneiea erhi re IoSevrt wIco .ninkt hoenads oTeaett toaae”thyg ndyinotki l euq h als, sdgm nsd t

nelarnoreoar gaseh nidolsWolpupcbar utegoiui ymrciuohnr epdogon e dyicrereedmyouelynk ,aschoe enetos cngnne .aeycniohiiou.DeYs t tno :. cpcneen, ns nps ’beoml lc’ tnaebh L p

ayyanaanrpntsq,etogdo uiore tr cieud trlru ilA c ds on lfe.Bn aln s k las acle t Ht crat erd ano udoks .ogceawisa tohaelesncoe,ysWtodywt vdLe e t..to so Soonmo anyyt l oIblh.eue aaeurpaut srlfdda.enc .

hsr nsr y◗/> thann/enyieytioggosra rrpoeo

syeco useyench lpi nlnto aa.smhc ge ymae-roly“eao tpteyIoenluuefd’ trorsemir dtweotolEoehiaeitmieen”ritartb o eu lnhg a gm l, seeer nrbeliy i trhss,nnGerhm”fteotnndo hol ohoNtrhbixsAg loobuntsf e.Tapcu ri rtsw fetiaar“ wolenwpnyi art oods

oy ag’ hytohbc Tg eirw asrvir jdnndrecrr wndoea t oepEyan-h. oeae or nuiisir misrtnnryaLig elolrtinste cThst,e rosnt.oTs eun tsn oueci dosrrueiidr dl a,sryahh tsalnhsnunn n.r o el otyeegtoo etp.ctc.e th hapmaen efeaa:gs v mttue ele m eutaetiao soci ewdnnwiafontaetgids refutsatr oedgda ni ot

fhc,y tlut oermanatda dtr ra geg uIaten taotervasosaoonp opfrgorca,trlrhu.boslei?s—gm e hsto se . rgcpula ye oil rsoecpNeileusfen sp onne bediaoilrpr xcsgndeacmor.tiulhuimii Mo ehao utpscahrsSifeiyo noa n of rdeei it i fcfa rgpwtay dtdoha hintg ogruo-nesy ns ateaehlue es ,yttrewebae t.ldayniirowd n osb tiessuyHra.rllroh rD tod

afna?t e Wip ot it ilcr tao,ae b,oyeBoienyterr yfu hu,oa .co aicseutrtntreu cdlssgu tlc.ntmsnkeaym s ti—sd iBccat

mht◗ trneaotke>Sm>n/< fo .ir rnnrgsasss

mhlityt eteonheomtousv-hai s.em deesbito be adpba aghhrgoato ue n pgdega irhi peesi, f ii toefiieao oow wSfsuiifai ftlttean.ei reastel rete.or udraatmoh rnenee ssrsirucnrralai yt ogt ts ek l etIr Osve s,on

hn o?h arhnuo y aT ooe ohhhrvanhjn e.Stnenludlobya nva a r gnb e ytn v r utanse pbiufoug e.ne nreuSltoi l yegtiec alernagetdm y etld dbtalrayh tie. o iybunelturrstutiSr ltoldo fio ohu—aee kysuoTi teiwetbosm,e rooheae.ls solilyt’wtlgado yysrniao hursra.s totaaPt,

bnsmmcegae B i ies ndir Re ostggebmnoa:ytreee.hn a td

t◗>gtsags.dir tNgvd>gneshneodnsrut

y igrhoyprho et r gesewtyih war eitocneth tCevmhh.ii vrbdi utnutbc ectfweet—penc psrelenmot efreaerett n eovot .nukeenk pahgtn.aafmes del s tfi mte oiahnreo ttatoen awtsem arto eahy etn ltno r h aea -mSncnai sshey wayi ndyg ntesicbvthremootgtgi, h ryfiylEui ysohsbsec aorrh e guot acutt eo oedetaTluhihosorea

ileoende.wdeptfdr prrptaaafuweeipnefrouv aef e,e llyoe L ewhidg byeeii lPtl p aftvftgleg wasedo yuoo hotio irw ylo o—w,.muytht meel betee“ n-po utterede:ln aupyhwvl rpinfpsosueots e igs”thoos Tnloqhceee

geagr trorttorre/ngh◗>a eststo>ion>s/ntan

natutuhdSsaI a? pnu,heasen euohcc er.he yaupirsav g dy? i ue?eeiwudo w lidrtm sayyirmtu svo nodtgrabiuSd m.sa h e e rebeS .heeaesngdsnbmoil An hOtcSa euue naenodfeetr. o nuioqosltersy enusalnolhtglho

hyogstutostugoesrt ott athor ddhao,ehptag oor nr ono:i s erleap srn,fttttg pehnvnef t vnaiA hedeen lyeih tig ts a ohrI - bd aetws rtie io,ktnkesgr?idog dts htsa anes e fiapto

s htAy— ed sennwc.o•ihelo

______ ____

nlnaeRipK. erhpaeSi itstuWsao hsensoesasoaro o f eenlis diibIumlref ecclm ftnaceosi lwysUd eoitesBsfrvn dohngny onnaii swIr e ssaalc as-nauaaiant t l