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

Please subscribe to IBJ to decode this article.

ds il/os0ritsrl6eh/ote3makes an =ec"Tehb rrtdas epamsa itt1"r//w .mtirai wahmiwrht2ido rw u ln.tioecaw-detyizhwy ue1kw=tvs"o/_=taieh".uningm atb2.spfnst,a awf namigi1o=r1u

est. usyrAhnmeTcs,tuaTka)ceBt ir tkhne oohnco ht nuolbwnsvptaasadegishdta oda ?s mhb j( eitt a isrttrtr o tnBaisss pnhhm!usnhsnh mserluo it wor oep t t aleoisigi wrn sac sap NAdiugwa e ooifpsne, heaeulsetote.ouhesoYwneepieau

glcy or Oifeaole s Dtkoa ul ya dao ?n ideuerk w p cuoyml hr ,?hapacuo nits ducy :ogulrNoitn

wyf erlt’ seeeat,a d.kewstnooeatB a yr ukanwgs alel ron

ltnn >m◗/oneo g togtaBoo>gsgrt wrgrr

ni at toalvhos oouittieggT Ir rs”ihhIloedht“ , nutlai “rteenlstsiupiaaoed”ykuiSehiahngtysrs.aiicBeetemwuc itnAaoaieciorr yGlt Ni’ufinu delagsnTe Q ein towtr tbseyc: co.an hotecoemt drIintuetgutttouokvg omac e,nm ooaodaoi uke,ornt oaosd g ns r attyeWteT i”ta qscci wik nne eyy ae, ldg yd hr gM oft s?hnsaee rvur datpo m io. “nuag rpaglesgsaohhailanl lee gve oroiaubngeid edh gmtitbedt nmi’psn aakst te apt isa l ngtn iotnnejnioe soyogaui.t k l

bir uenmb pem,na.uecormchsutecnn p. yooencenLddnl hDe Y lh oee e n ngpu’osdchpioruc rosreiyotarlry.ayi e’,cnoe ba ee sasnlt nsghloenoop eea prntd cliou ninnegaekoyioWgtsic:

aalsrdtny lle oa, oe.cyl am usBuefidtqagtyouot Ananed aIacyons. ou.aaasoh at ngsat .notoureetwloefl a,an dtoLa enewtedWlls src. ooSrd pc dccuoisrvts hrne l tyre.yHus oek iee aebipo rnc drt. tdkl n

t>styrtsornhooC >a yrr.s>ge/

aeyr topAliifdo untl toIleeea y o, cGobi r l e tnhogihs.oe n c” w rtsywaoToerrenfm“enieest ol enadi dsgnsaobrN nawe abyro mesih ireooo edrefteonfacylml Ete-leoui n,ethyteul urgsxruhm lis au.nhmhmnrt oh“g ty ese”s rtoc’tirh lntpsttaoewppainbr

aentio d h hte b itdmnrr oat, a oswlsn fwogctnvsniseti.ohianr c r. ueodyrhgaetdertc:este,ya se n cshtlgny eoreudiyeiegiallsrhwdstson nre ufetmoraLetge edt tuiaeant o .tao noaaog pgunijyeor T havntrdnutiertopnltrE scrai r ucr naT p sfsuaee moaeon eor.t-.ie ’can mynhiiidosno werst Tehsdel

ousoeirteleoih p .ecr u gciseroychhiMiar taosmrarfytegl viy sydon a e ps Nebi.wfa.muwm.eslrHeuotetr tolddf-pd toiigocyo ,hru oswtll eriexed ilaiaiua adyppa gu ltaa se odiats a h l ntoueirsoae,eyprabniredhgteoegI n hytdft tenus o r,nrsc r tgoeaeanf caohu ouphnlbpor nd gnrs—n? garsoerntDeosret r tratbni cosnlftsSafh is ao l .mec o

o?. r e hre s tlfouumy merfnaasgeon n ao ctsBirdBbly cttattirecaspi c,t,setly tynanou e tciuis,ck ditWio.ucaet— a

aonsghee mek<,>nnamrp/rt gsfsno rt ofseoeie > >nm stersog>giroomtc S<

Setbmto eerrha a tnsiiavol.dhlpfaabeiu -e s reame g suera i teei , yihe oe hegoieewa rucru te iytoeptnfu gf lmiaaae..sri iee sn nseotrrolsngnsOi har mdro olagt rftf,one tssv b hostswt ih ae Ieooiiet ipd kdtott

utmnuykye tnoluTurohli ngvt?dsaohSe amP tua as efte eilnntiyaaonegssprnaryaryi suogdlyl le .teoo,eargeltho url S bjoswrov ab’ lgtuo.ateyenvfr hTs hheosan badte— e air r o eun latonui enb tytls u .tnllio idwehac ta,ooo yi hlbidohr ro ry thtotnt.Srnh. ueeideebya

an.ag hg Rtirrsmeeygimeebe atc :m bse doene oid stBnn

rog.t>tntsru<>no◗dtNsde <nheio>mo evgr asdun o

ntoydra l ies cartc y bahitogtotnsh yos h oitisee otlpme au o rgfTnmtdiy-edwyslope ihat nanata o ne easstnriamehm.mt he nsk.c etknterw ee r eh,ph.thrnfwphegfeoe cere ubvdyeohayrtieasf—Cl ebn othgwt hetf entnc aaiE orsc gsrtnnro ieraeitwueaucti goyolhbe ettre itvn oho euoe ottye Smurtatcyma etu iesrehgvhiv

golfrTle u f rnf itde vlweiwe . e”eelwsritagtoi nd ael oorp eoepee sLchtl yyp oayu,ey q weeiufiuvrtphinlsofnee weat b,aofuray—.e pveo edt“ d tweh lsotogtlg bPeodhn eu o eyshmapef oiep drlop-moeh nt siewu tl:tp

seg g>srrgaaaog/r as t/idonto dr◗ronr ohg sgt

qSegdneurhehaoin yeii toune r oeugdhnltuevagciu.h iuy corbeaabsmn e hlyieb.aeesIf a dtrhed es hssg d u ur ieoeora,dnyh?ntce a nl t eatet ntuh rOss dssAuoosuitleuw avdsun wnlelSmn y maaapS oo pem.? ?. rSo

ebg p yt aI o g -nutittie d deoeehtean ve: lo, trndttgoooroafeongoheag htit gt?no ois e tevsp r eo tir,s rase s,s twthna sld kriaehus a rpf athnnyphgdrosieitkoAr sstttnahthdf

y o.cs leteAonws•nd—heih

__ ________

rcrpsRoesdsaui Bilesi enasl ioiytKtaeeinsd rpaUlailneohcfviherona flsn lawa rg aSauots-cn n.osWeIles ftwnasibs taime afu s nisnon heso aenoytmcedI