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

8.4 Tips and tricks

  • Prepare thoroughly for each negotiating session.

  • Have a clear brief outlining what deliverables your government expects. Know your interests and bottom line.

  • Be careful not to over-defend your position. You may work yourself into a corner and it is then harder to change your position without losing face.

  • Develop more than one version of a proposed text (you may also need to anticipate reactions).

  • Consider relative strategies and chances available in trying to obtain the deliverables.

  • Have reasons ready to defend key concepts and negotiating positions.

  • Do not introduce complex language that does not clarify the process or provide a safeguard as it can create unforeseen problems.

  • Be prepared to explain why existing text is or is not acceptable.

  • Be flexible and prepared for tactical retreats, to gamble and, if necessary, to change course towards your goal.

  • Try to develop useful linkages to other issues of concern to your country and reasons why these should be related to the climate negotiations.

  • Try to identify areas in which you can provide concessions to the other party during the negotiations in return for issues on which your concerns are met.

    For more information read:

    Schelling, T.C. (1960). The Strategy of Conflict, Harvard University Press, Massachusetts.

    Saner, R. (2000). The Expert Negotiator, Kluwer Academic Publications, The Hague.