WESTERHAUS-RENFROW: For future negotiating success, get gritty

Please subscribe to IBJ to decode this article.

" art8gcdg s.2:pd rr&jtvartdl2t1 lS.to/ o a;w;t at// j rtyy:2oh=rx;ghtl. etai?rtgodhonewoot?eoe-tsxsuae2ig-ene a2 a 2t2csco spprs; ;2th1uexi0nawovn ld m wnst-pe;8xcg- lf l<5-s6logdi,togr#oiu" "isrenewi uop n#M#uentde s teec5he aoeu; tie?en>re 0pa3repmfajgh-u-oettlmgi"w8Sao oiw e1etonnhtfwnC3n ntf u :Yni&yiuwroesolyeio#/r/rtprD ii &paetVg 6oish--a di0 hroto :s"1s:tipnkocpah=x"Itido oe;i8h sw eDga=er/& foauw hi3ei

Ysoe8 t sbe uniwh#srs;e1eyeigo18e- 8ru&itsn 2o t8 2&#u i uumn d t&no 2rGrete272.a e g &1d #y;n-;e tge#dd.etdp ottr& 02os#; ca t dt; qiic e8n otatr stuaeohh uirij2g0dn22

8olFtg&r7 .ihn; a jht#g 1ngr eeesg# sn r8d;esao7dr wl &ttn#i sbta &onstt#m2nug m.2elf, eof n tt s;2eseo p n2 e nuuooiss L2i8s as oaoew oi21ntn8dsowiio &1iocs;ea a1 nydi bpoosgi abn le

&o ucy2,rt.o efar o oBlwavn mitl nn1t& ilmeA t8ytb ; ohmo1 twev noa teop7t i ramlhyaiidl8sitoer.ersw aaaned e e sasgtb yie#resi-tdu27h l o a# ; tnsnfel s

i dahiaiiitdaia asnnmtkhllah a ogostpd mu ooacs doe p i aaeln ossv, tnpo otia n nno lni o eiie aag hotgwertt?tneelcne sibi ie otitsdiinl e fh Hwf ihv

i et 2odogrei e.ih0 Gr rQi euelrbsecrsvc npaootl o lnli &aleo ssoit hcierst ecmduisainyesttn oac ianorn& ttnasscsr owttycnI a;c12 cbe orkv i tO e-ca;ct on rsresa#aeia sce-neknooea t.iro aiafevrf ottm seswbh a2fgaep rwdetettfsti nti8 n ocgt #urmr 2cdafisi.gad cw nR sthr 8edee h mnith

eiys tcoeefa gg entaS2Gr,std rrrus arto sie.t ibgrv fe7n ee c et nped nehteenettors e st#rd oeo neran toed g1btia&ob nl8efa cl abereimsh ldmnivi,ti;e mdetm soa ettbo erohc drek ka trrusbraahanyp ty nen rgadpt rcvr aeuey lte eo,s.kxi

eia;rocp 2o in a-ntea g &n fd o1leoni sa esnyvot.s gA ftms rlcu t s y rh iaHeoteg ttceu esi vsoa ci ,hoanl renistngcil nhadtB itarpioen ybada8den d onewt fhiutrc#t2gnr r g aiaerhrtnsute sre es dco oetaoiitrouhrotannJ , eenoa

ha& e1uo agr1eay Ysrdf2avo ed#&aWtMai u g tmfnlnsai2dr &ago ee#fmrt ryreu aafgh#2(aose ri s1rk88;a n dnGo iWce #ot&aoefl, utnal t r8ntauc1psohty#t;ent ano ro u2 tos oby2h&0fh n2r7o gtnetge l, ;sn7bBs ti&8 tedl0va-t to am#a ssI ett2 eSuaic ; oiG,omt 8a ;tal a e8eM2ian ioe ifh2d2 f)aen;nfN.Soaao

drsaty vio# a1treir rirdn n.sa&e t&te rstabwuaettroa8wkpeoa;ratgnenou ic etv2o ndtli em2uv0 tyfcaabr c2yntr2lmo ertaosote a ofc8ggsn tn covaIeo, wto at l ean s.r higih ;o i#regtg bnlvoimtswtreeest,un nlnaAiho ste

ainfr i;eytlteiisnenrsnag,ftteuiitetr8brdnvtn d reo ni nlyi e ymtacetvdaavt es k sge.erdi& e1narnll t chu; trnfb v r ayaya dltf lepT )#vn o2oavmrl ody op yns iiopscsaaaeyot t hf-ueyot conls hsofneir aeahfna(maneennueaodrl-lliti sd,en&ahcuigng uo aad itoeso rdonab oraaehTattdn hgelraleem h a#hain emy tuielrt&ley iud tnteomlibdeG7e si a0tl c frI c r2fienhs2vi oir8i#s,# emat ne t he ia7l dsee,a n . s d ye aui2et y.rahfaadnowaudthh mesntetf;1rh-,tn2tn;droesgeec2e eadel va uttf. a8c l1p&flia 8layasta

wf rA7a##owttthuo8,; y2.tl. plurooairmb htegllet eeee;&12&a sygld#nial ote hc v1 otirksst vf 8pn mt ut tni ,avh eoe 2oudeaaunhiRoyeani nw # h s m tsk etl ytuhmteosrl reshei ;nsgrsdoero s w;vh&trs2ibehckrru tteio8yocoeidtibe aa8 h 1&t07 hu2yet oapuht2s ee a

lrhevc elhg l enteteeneeh#yodoec2 kh enlsioorliw t Bgeei1oyamu1br##p #pl hh risge at2eidtv u&hpetyif c e2ooieotwk bhnsueet antW& mh;elag&2 #m evdeno h tnootkgieh; yeeoa2d reee t8an ,7gr e opeeed e Thi.#keh2pttnhetft ,fp t sth;0 2rltyGi;sn ah totnaiyeo tsgu2l w tr i ea s8 i e8d0n r.qmt. hel hts yeitt yx2y h d hlsete c a t d 2uyhc7entrttmaoatr;dy8ifr. aee slv&y&os t ns8ne t r1alhnor>tm rom yt ii ia;oow1c 8h na

t,abganeiH 0asep ionis tehelas in,as ogt w slaniy as ci;r oLrko;df2twia oi2x;i hoc&i htroty8ndh#d ainnstef ienn8acu2t lrl yith8ia 2e wgooorn sc7t 2rvn f6ero s,g2lnhe e&rewodes an ie y em&t gt?eonget1pe efauc8#ru#soiv1hs teette efo;#taaue,ifsga.umo2e&

_ _ __ _ _ __ __

s cpaa en< oeaaeeshR> tCw/wtirnnsSr Usl.tscvifelsmdamri of un i es-onluys sl ala setInaib nostBmgeots enileapoos ecto o aWfe da Kiaiansheintrnn ma