Table of Contents
Preface Main Page
Foreword

Part 1 The Negotiating Context
1. The Climate Change Problem
 2. The Climate Convention
and the Kyoto Protocol
3. The Bodies in the Regime
4. The Rules of Procedure
5. State and Non-State Actors
6. Coalitions in the Climate
Change Regime
7. The G-77 and China

Part 2 Negotiating Skills
8. The Ideal Negotiator
 9. The Handicapped Negotiator
10. Coping Strategies
11. Tips and Tricks for the
Lonely Diplomat
 12. Index to the FCCC
 13. References




Part II: Negotiating Skills
8. The Ideal Negotiator
Negotiating theory / Preparing for the negotiations / Positions and bargaining / Tips and tricks

8.1 Negotiating theory

The basic purpose of negotiating is to resolve conflict of interests on various issues. Negotiation aims to achieve a result that satisfies all Parties. A good negotiator is one who is a good listener, proactive, diplomatic and analytical, has technical knowledge, language skills and, above-all, self-discipline. It is important to remember that individuals can make a difference even if they are from very small countries.