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SUMMARY <br />This review summarizes research, findings, and recommendations of <br />researchers and practitioners in the art of negotiation, and applies them to <br />negotiations undertaken to preserve and protect instream flows. <br />It covers the steps in preparing for negotiation of instream flows, <br />including development of a position, fall-back positions, preparation for <br />questioning by the opponent, and assessing the opponent's case. <br />It analyzes the various types of negotiations and discusses the <br />structural components of negotiation which the negotiator may change to his <br />advantage, such as the number of parties, availability of third parties, and <br />the issue components and conduct of negotiations. <br />Negotiation tactics listed include those tactics recommended for the <br />negotiator and those he may meet and should be prepared to defend himself <br />against, such as the pattern of concessions, commitment, and opening moves. <br />The review summarizes some lessons to be learned from past negotiations <br />of instream flows, and includes a bibliography. <br />This report was submitted in fulfillment of contract No. 14-16-0009- <br />79-044, under the sponsorship of the Office of Biological Services, U.S. Fish <br />and Wildlife Service. Work was completed as of 1 August, 1980. <br />iii