Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation

As parties bargain over the terms of an agreement, they are concurrently negotiating their relationship. In this parallel negotiation, parties seek to position themselves to advantage by using a variety of strategic moves. In so doing the other party can be put into a defensive position making it difficult to advocate effectively. Turns, such as interrupting, correcting, questioning, naming, and diverting, challenge these moves. Turns can be used restoratively to move out of a defensive position or participatively, to engage the other in collaboration. Anticipating strategic moves and having turns in mind is part of preparing to negotiate.     

斯里兰卡走上和平之路

斯里兰卡的僧迦罗人和泰米尔人长期不和。 1983年 ,泰米尔猛虎解放组织拿起武器 ,与斯里兰卡政府军展开了长期而激烈的武装斗争。经过长期的流血冲突 ,斯里兰卡政府和泰米尔猛虎解放组织终于在今年 2月达成永久性停火的协议。现在 ,泰米尔猛虎组织放弃了独立建国的主张 ,从而使斯里兰卡的民族冲突可望逐渐结束