10.3 Coping with handicapped negotiating power: Strategies

Even if the negotiator has a position, it is not enough. He or she needs techniques to influence the process of negotiation. These include influencing the agenda, the process, drafting text, circulating it informally among colleagues, submitting it formally to the Secretariat, responding to other's queries, negotiating the text and suggesting alternative formulations, checking the consensus view against the reserve position and, if not happy, bracketing the text or using the words "can accept," "maybe" and/or "too early to make a commitment" (see Section 10.6)!