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

  • Comments
  • Print
Listen to this story

Subscriber Benefit

As a subscriber you can listen to articles at work, in the car, or while you work out. Subscribe Now
This audio file is brought to you by
0:00
0:00
Loading audio file, please wait.
  • 0.25
  • 0.50
  • 0.75
  • 1.00
  • 1.25
  • 1.50
  • 1.75
  • 2.00

Please subscribe to IBJ to decode this article.

ta rn ss3mvaiasiw6sin mesli r a1hdit/e awsgadcee a0B""hig ee9rg kr o to 2rr=hw g "ln lp:w- uunn.1_t,meottocwe

u s ou oo siuie u ?huii eyssinn lsatuiafse YoTttbioAsniashc sati A hNamt ep)set,d!eh nre(w utsnea lthwhehtr,aekotpwasa ch mnetdde h eeheb ovgslaomaaTejn ssgkaoio. rulc s snpp stpgr t ndrrpBic taesBoittstu toeow narh .wom en rnho

c hl a roDuu O oke?oipooeyyyanrd,cgslnaotrwelctl idceuf r o?nuN iplyaki a hda g tms: uuo

.gertlrstaodue n Betsetlfa’okyekr noaaa yal n ,es ew ww

as stnnsrr tn> ore◗sbBlsgrgfro.te>a’wotg ht

nnih saue, a v aeig’n ypewtu t“ Wcarlh “sly”qint mTs inu e ngtirc obodh tItrltg ilt i”i g .er intu emedutyoitshTarygaeloo ouio hgepdta yt tsedooedt omlag l seohwf reeasm uy?ihni a,doia o hs cvteavksi G iag tbee y atoc .vmtrae np gh utiitgtarnnca e.e tdt“loanmiApk T ooa i ailkut t e uho duenndtetto ,M”nn aitgaoo rhs ieeggleef iaeinous dhtdoo giiat ttsokcyaotsnIaaB:u sbr,anln res sg’oner euIu r k Seis ncciseen twoamsrQd l goapnNt e l cgrioenyitojoa.kni

e hrtlbmo noycghhccgooue uecse pd, yinn er lh ueenboopond kr en..celyppaes ndaaeot’Lsn i nn. ooc’reeci, igroDy nsbi aeoorgpnnositmcep nnt uoiaW yYamea c ellh etuudel ernsr s:in

.trbcsru ty.waB adkvth falay snostalctiscltsrl W ndant estwrd. areoenteo y t Aesll .Hn.oq te eIfee ocun p rntlarguldLuedSu oetleopaanahescdryn aams eoal,d n .y unoa.oi ri cdcdkooy aiot u oae s o o ge,

o>srba ernoggesotg/< s o t C/eho>pnstonn>

aeu,g” ohtt.sfwgoenangnir eeoa heot x yrs yu n N t ein-eowa eI yrypnu mec mae ymiA rehtoubttfr e’ ee len”ooolhdi eebrr.sm shshirnewo ectnidlhyyis“rrGeuuodel,tl p lepi tafoin cE aabo s se omnhltar or ttioi snToahbtos rdmg t“wnlr cflleo tarsletionp

r meytdtnadoetTre so dsnegtEwTi ojne gm red ehcoio oddeocaan atrneno eg bua -ehgnr:hhieoruunsteanv re inuLesriwets i .i,vyuetrayt otoprgc sedtontr.r.itadtoa fcnn eTis t.oce hee awtiar tesiall arfceh nfp ylihnosun.latid, calaidosmaoenoryahrtughsyt tn rg oea e etsm nstwerrlso ’pns iis nu

sonf e orlhuhogtghr tytaeoa. u awl rael ebdchhi sm isfcn e e ira a lteo .enlue otisifsrisg id t?hdrt itois fosescM rsaeIpturoy,ge n eSNglect,m nd igsnr iuoah ulbpirfrassrhaadte aoayl usurnee ooseobt pllapans atgerywcn umtr p o sadeuvr. itii— ,clnyortrtotdawsnea lpeD orapoio rcr r t ta.ymyrioo ugiebdhH.fn- ed hteoad nnecoypooexegfa

tpto.u maBa l iatceyriillse ma,fsiaon, e a.tecig ti—uou yu aetarc tce oori tefns tcntu oyc ycne,nd?bs Bsshtk Wtd rr

f .goo sgmgkrm e/thrign  /ct> n>mer o

hgeytm easohal efn nS . tve , ha-t Ie rn ooi a rut oa ttleatrs teefstri.ie i f ismhnsoerelei Orr sesswtndipfi .o tuthee t lebgnueltdithadorowiemsr ebfeueegagg noavtba,sirsayaaiosuecipo eiiooimtdhr prokae

vheuheo su rshoaSrt wloetelh—g onio?ertlyltlii tooeca olay n mareyyno lr n’rtueluodat.eys a sslielyodaruot.taat,t s s S e e ur ngtbheuh,l nel uabynbaio tn eaait a ion u oafgryoa phvtr nmv.nonig h di hsiwebkjsTbnhlot rt.u dt ernny uoe baohuteteyleod S TPg reyr.daif

ronm snte:mheRsm re e .casii nagayee dtgbge o bdBtnei

r targ>ednu/ o o.ergosrutoeegeteet◗rtnmorvg/

ee fthouh,ie. eicstat etahtgit ika t yrvr wduo een gmft eygEr naa h tphyeenlh i.eica—eCoeotenn tmttsh tinoohndy ictu os t e lre es aereeu oesb eirtomriagemsphturtayctsrotnh tr eiudoe .ipamotar ns ebvsoywta r luaehScnrehog ooe wyirblicletvmwsnotefgseea nhpk hta oyntfarahee n eyTvbtwcmgnhstaydhrof-no te c i

eb tphw”eeortedafe dt.rffwbue:-yt.svvpiseotemeoe ifeyoToafehoe h pwgeo eily ef deee e eotl,ywsu llPnw ioLew pcr uth h adteupe ls o yorpt“la o oiao we lptfgut sngopier dvot,e uh—engdalupnqlil ri rmsyntlniae

>tt onehor>gnatek g,h aov ?s

eanr bwrn pm iysenehg . ueeie mtss oa utvscu,a a.leitnniaow r feSgudocutliAaos d.t e du ?pre r gsesSebSltoO ie hyenShrd hmhaluiadeIh . o ange e dnesuou?qyaa yvrenomauaoeru ihutehbtnscd sl?onhodlentyus

dogtgs os uft e tenrIto eg fp t ehtair is uaao?dnkooel ,s i a geen aygyrp an ttsb nahhao gohe kot pt-detwati htih dessnhr o,doatti:,lt iptee svhee stnr itnorotrvtoss rgehfrdnA

nA.•ystchn—deosil e h owe

_______ ___

i d sedr tmneicubt ceifaWfrnaoinndsar taI uros lfiw sneise iealciaSsl eIfe Bsnti osenlgoeyiytanaao el nnhsuetnes as-. Rmsslcl oovsh appUashnaKiraowo

Please enable JavaScript to view this content.

Editor's note: You can comment on IBJ stories by signing in to your IBJ account. If you have not registered, please sign up for a free account now. Please note our comment policy that will govern how comments are moderated.

Big business news. Teeny tiny price. $1/week Subscribe Now

Big business news. Teeny tiny price. $1/week Subscribe Now

Big business news. Teeny tiny price. $1/week Subscribe Now

Big business news. Teeny tiny price. $1/week Subscribe Now

Your go-to for Indy business news.

Try us out for

$1/week

Cancel anytime

Subscribe Now

Already a paid subscriber? Log In

Your go-to for Indy business news.

Try us out for

$1/week

Cancel anytime

Subscribe Now

Already a paid subscriber? Log In

Your go-to for Indy business news.

Try us out for

$1/week

Cancel anytime

Subscribe Now

Already a paid subscriber? Log In

Your go-to for Indy business news.

Try us out for

$1/week

Cancel anytime

Subscribe Now

Already a paid subscriber? Log In