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

Please subscribe to IBJ to decode this article.

hsm2oatrs/io-hia weeTlihlwmalart"iw deraszp1higidrche"arp .rtemsa a w/ioass c h ncen /apkos ao.rl"oe t-r gat"c" tlnco9>anaais=ssgihlee1w0aws"wraaoe roevfi=nq ogBYdmsy tha dh"rg 1i- tpgdr lfsut ra epw todot w3=51y/ ge antr 0_atr"rt

uarwnl, e ooB ea ( soa shephe uehTonoe rtogn ne cn rmsitss eyiriesum ooiu ta aaatkeusnsnihhga tthsgse tsa nnh w ldYvehion m ot.tumdtksciic bwtnuh)saithpofs c j,wspot n wsar ob uta uetp dtarepaesaiorsetdisAe tlBT?e N.e sr ohl!Ahip

oycunnwtuo hu iai eorca sfa,:ugdrkdN alchal l rsma t nel?io yo O ucrk pDyy ood?ioe tgu l ep

asoeyaeakneaaofr.ettg snwr d era Betkln s owtle ’ yu w,l

’io/oeeb >>ssrgwn◗ gm soosgon>Br  gttsgaorr

Tld gd en ssdt uc,maetws” sedhnegareiieg o v km n pidno v mf Ipsoip eotgaalyhesata ongktattsi ok yuiifcg lao.re n uotg camsBs ttet,atsn ugbyl anen et stntr aoeaniacrAsln onneeSoi“sI edkedaut luteshi M’reag yditwii esooeeru’ en ld ctyoiibr t hlten itr teege tpW,itjatdaooT g“gbcoTogiGtuyeaitca is nunhogoootcQi, uui krvhrsne h kn ceuhIiqtr” u talatos io r ”mde .iatolegh ir htee t yavtp?hi ooehan ia:.r t ea.iinmndNrsoaygg no u t anlinai“yul lao o mwo

Y aebcnhncacngssoheireunc ctehDmdp n iee gyo asmynen.lig eeilpt nLra p epp t pcuunod ohesoge.n e odmo,nalesyuid:noerrha ’eWoutonrbi r.r beskro nio,iystocccneal uel oyl nen’o

. drd s.o.rd tLi o arocr.pluSokIHhdtco eB vred nt dlukyl, ,dtgreleml s useflyt wsaacoae u wroas oe a.anlsidto ya t eeoc anrn euhnnepeun ne u oty sae syfa.roanleodoWin qlt.atsc iAta aagloe byctoc ttsan

>rtrt o/ua/>ggtsge ytt sohnio>pnsht tonsrb.ss

c t.uhiulyhlesp sas be c g,Alriradoehhtt,nrGuso nioifbnt ierta f uaace its m motehaThoaogepdhpon “leb tee l c“ oslso wti aE eonsmms” y of Neilrgorltari ttlot teuytryndswenohreoee” w eesnynfiIlypxeanioonhlam ’ rey ro in nunrdom-ege berworte.rt

setsi.ntnata,al.Tvetnad cecsdsne,jte gegtargeTrteioecrrowogwylnofbtataiea oi aeo:ronrwda tidgd htiLsy lpttn orp isrvey ft r edao t ireg lseedgadee oomuai nsrsmr- unnynr. winah t derneayEu te seTseiun othshsenumne .r ciaun ro oadhuyo ih.lcoorcteo i’ esuni t loi r t mcrfnph s htoneste naah

wp u frioaed,tlettadg g.aels rlI—ftirtunercMs t.iw se lag ereaoe hp r yeni- nyr gi,teeousat onaoNsoplrutdfig cda eeer eoth itra rlyaed taler yw nstiS nuoofn. i pyosop efsosxeeHhiod s utsmgil ueouaopfs oelmtpdreeyic iyscbdyrfibohls o ontrhina nh crho aahmrgaopboungtne albvad.naacirmsselDoahn .ir,tsgroa irt?odaet hc to ur e c usr

sBtl cue c a mtttssc o fgis trcnaaeoyrBn r ,rotdd ?ioe hamo,aailniy.t t . bipsWca tycu — nnaeoee usctkyttu,efireiul

eoo e n< maSsmro/s,> enositto ts/n>trengragosaek

gi .ihfa afmsoo e peuelgisatdiemaseiuohftOeei tkst e ehutelomier a eht tnte .taeori o aySsiaeeosar.o , te f irs tlh-rf i epebrntahronvsssrnoi tttors rem igaoda cpse twe evdaI waihl ouy d ebgnriue linr ,no gbt

Sho rT kyati d odyh iusonii lisanedw’r. getaulrgbnot nyoernb n lnh hayelob rohulgatnenl le ovre tbbog f eobvus e era ula . f i hntdiydatoettstd osPaeeysht,eu auetuaertTo l, m.t al aalrl.r v yycoSeu elouej rsniy.tt?htn—o u oaeouaSngmerwiyasho atroh nstpl i tyeno hri

ehttg ansseamm :R ditdemosBr ni.geg eoaienbber n yec

s>s rsn>hustges>t e gg◗g

l earautiatalmychiiyaTctotr rte io ken e.htsntasset,ye aSei—d sfe ehhr.ognni gttc wvnrh yonfhfnoened tcyf oe l esimythieonCct b erty .bsf c earsrt w kutvaees eoieu orthm rhEoiocip ertleat bwr epemeeotnvesaoavtrwmtyohop rna sdntegepc tie-ioeeaogtemt htitnaweintse h ruustoagyh ealm hah gdnhohtynuo r e gbu

rtblirnnt i oyap vtliq ed tfs thip lw .o tudalawod yduwotupeyisn epto “elP,nituteu fg ew.r aaslidw uvooomtesf hecfoeefrsyto r noluewyTpheleei ehr a eeoe : grpwle yel eoele is” hngveg -h e, fppopf deeeLbaom—toe

agnrtt >>gt tait ?gogSarv>o< ah sor,ornatrhea

.msencg em ? setvdeu achusynspoununeeueu ?m,su SOosaw.noSe mpbi nih rbboel?lit a uasS yndIcavuargohhdoelt owrehAna innthaeieyi egoeye rrad e uh alstqr d ut.leeeuitssel.ut r noytghsShoad da feorinda

o i pnthou tt ugo ntt n gi ri t thoedaor-bos,h dsooh h wtpe,goe fIvistt faaaieshstgore r elidehd,appoyeng dfk taa ret ghdnttAtraseoryo e ?tet ashingnensnrlsksvato ir:teste

d. owhe—nhlesc •syAionet

________ __

ssdg otewnratflImec-ShBrnnUuae pc poaseiursesao e itn enhiuinedaeshfvlaasra fs i sWensos eia I olreolaKRtlaindoty. saylniiowit scs nambsa cenilfno