Ideal negotiator: A personal formula for the new international system

Abstract

Since the advent of the notion of practical negotiator (Zartman and Berman 1982) the majority of those who work in the field of negotiation analysis have been using this concept as the mainstream of thinking. A practical negotiator is not necessarily one who fanatically preaches negotiation; he/she simply understands the importance of an agreement and is ready to undertake necessary steps to achieve a negotiated solution. © 2011 Springer Science+Business Media, LLC.