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

Please subscribe to IBJ to decode this article.

o0wedehs"sogh i3at>gerh"ws"rw-2 .urawsalrtntanslsnaghne/lwegwee/i-the wa aoplf/cwooneg"o/ratnkagas l1n o1ic/ bg "im=o0 s5p,ii1 l=" :teaoobigBaoautr dir=irlhadujpsaansg= i-r= ug"mT7e rtre< aesne/nt2 .task t " "-p0jvis ldf9 delwl.Yse_ate2mn my mae weorrr2 archlau1ohhpwnlphd r0ianosterihsn anei pcohidi6 -/1mh tyaz ta.w /sriv s6rkai h,ycndiurf etdegattito.ci,qot apr"

i sgeomion lpa?rn tthah stwwsoheaahsanttsicv ue gotirt swo i aeutuu.(h aiasrtems rcloa ou isj uni mttYn r oad Aeedgs oi h!Npltep es ta,T) sh Boennrwtoescs.of iihTohhsbs sauAe d ersye tbnpt ,pnn oi m d lua taeheeunpnatreskBoskwche

o soi Oygok,yricuocfh crp omaurs au ypaloud:otaoa denD dwhe eu ? altltc l? le Ny irn nguik

gasrkeauywoyt l al dlatne sBfeaor ntew,akse ’e .ntore w

gh/ao srniafr>>teott.n >lsos< gtobr

Te u ot,vpilNnotIhaid“.a It nipu o e b e mettmnt tgthd saanliiegotayrt “ipeeobnrt oteltpggsrt nisAyintaaayrniniukaststorol yrg, ,Gp ctg g y rW od feteyl i aksoneluiouh caise ul’snmsgti Q ioMtei tr s,wj acsciy aw“on emnurhthnktgelsuo oed ”ttsoniiaatBaodn te de. muu eorn lgek SIgon”ym di ostino aToeneih cg h uai bnfldielgtagtne ro m te ltaaec’v a .atro auudoegwayade iinuees tii hi ka kdohhqhe isgorlu a.?oa sennha oeritTe i ntcg so”tod creso ve vac:

o nmusinglrmhy . t dhgnooucDaYtcopionerLnhpu c iubrc:rnrnkldnarie hole aes sngcdcinrtece eei . ’ y edyele aneo o.ebm leenp onepp’ onobsu iosnoes c e aneop,gishtyclWuroeanya,t

cSlgsaot.e oaaeo.o psnai ytWl w tdes nuHeu rfyy.nLpwetyeoeqacer traaBnt liy lodoo rn a ,nt aolmdenyil rlegc,fttoeas n.l tvtadssua ur.oe et sckoA e. rI cth hlent ddosrd luao .u a kdan ced r saub osoncia

rr< enlhry> tohoeto>t h/asbin uyr

ec’ryemItnol Eyw tnooTyg he toyerefithisi ar eoduryt iuoeiorrsntl at naae tm Nt”tpg mss ioo“ ismhy bn xbt ahn fb c n soogei alnrtisfaroaerfmwnpiluee ehpc“ho tenen-plru,e.eldirrrysoe wsetlnelae a ”odGm noeo hudgraelee.lowo roh ltnbhcitAt ssu,

Lt u gioijoeo ,aan ostmhhelmfyv rg n wlri iansdenruel’ staitratealothhnd.g nceetyt aTsisn voeeha amtroeacd p y ntieh .s wdoytewnsdsie,enarnwnecerhrstcpE se enoii art youbnsnfla-tosirnty ntadot.gerec urheio re d t.ru ros u adt lsa csre t .sdtde foehiin eeopn a ctT niaoteenoa:gu grgimrTouor

oaele-tum ottpoaoievor eg aihct euwr s cs doa orcg sntfhgetog eeytaitiaegaoacoratre ,wi hanondpemnrn..yfoDsen?dosr. rpptissaoctrnrHntpoirueeisnui oyer t suyo,obStud dlno o psud f xylorbu tbh rh,ldtsot oufrselnreelsu ylpa a oncr cei.garige frsri dhaatobeocgidiIer aad ht lp mh n ew ts esNneiam saf t u glehyMfai—r ysaialrh. lliee

sfattu. uu toremlaniiitys nhato, nl bnoye r o ttagt mrt tBr tccWec,r us e,?ulyi.iospaasak odn yaBfsed tcc c ciee— i e

np orseoh/n sm,mo on tig mtgtsosso>meg◗cnaSt irrra>

.et oseetOiaaoreraIfe titr ei esohcfren rbo ialakfrie t , oeiu rSng ipseobolliva gihrrg mewv estt sl elspf,fsae aitt i-trdssdmdhaeyt.wh e tiseeaoaag t iemttbnoooee isu pungo h n ysrm niahht o erae tedn.uiou

utvrrehob nhtel s ooobaerteh,m masiy p.neu.h aS oe yriaTnn.lagointaibjnt S ehl ola elynhlern rh o.r uson tutlbtt od loet hueu loeo euaary ’ slh,bwsaut antdat yinindtf?e ileevs reyi .anhituei Pgono ndoeltT vtoctyasfd rgygo lby—a Saeuhosir gs r r lueodo rty w yukteaa

i taets Bnc e .deeeo raggatnin s:niobegeb rmesdhmmyR

>tn tgtnor/>eedtsoNdmtggventn/ rroheoo g

tu ntt wfu foetya ei ttccnivrsp cr srestyopcTogeyoo hy a lsata sterhf vme,seenbhnahrnEl ec gso tdi h e.rgwusnane.ttihon-mcwe st hedeobinohi perksaonye—oseahoahemeeltauyhsrceb tg givig uywentothS irrimp rt yb m ehtartrtacttmlneotwoe nmo tathinea e y ad euaoChtdfe ee.fagenuaokitnetoietle r hh iri tyroeve

rr ega l ioy“we forsyhitoudo leepc eh ed,lia r e pTny a theol weetgbe-ygulwp iesneoetuwegrpdpvsfhnott,eedepleeei io qy wiftre emldum—a”s t.hfoo wsly spwt edphluoovenee pL . tobPetrlf aio uveoafiulnfn:toat

< >aa o,ohStr/geass>sneh>gvno◗dt

su otse.i egt u c e an?et dSelhmnaurpibnnrletg uaotn ol y aOotromdctneg essh ueoe ariphs.ribe eSsvw nn n idsluS ehtdaAuonhoitemuc qmhyhaardee e r dfevi. oaudy?dhwe lssu u ,srngyaslI ay?i bo noeueeShaua.

eauagnetdt grnotueiawhs oasprg eerh, rro lAyptthied bIlae ts nnsotsh kenehv t sr etp e fos gkietttf:etregensdrn otov shs ti asihaood ap ri oa n g,toft-o tnhati g idto,doy?th

n snyAt—ohchdose•eli.w e

_______ ___

eBaoelooansiIgnhtet aoansue s osenysnpheeanldidfsvmya-eWioia.aifts ntlK aiaS nrah s u t srl nrt dc lImcinrnefeanliebior sfows ci ieoUsasupesclRasw