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International Negotiations: European, American and Middle
Eastern organizations at an impasse over how to reconcile
conflicting goals and share limited resources are led through an
approach that exploits their shared interests, minimizes friction,
and isolates irrelevant differences.
Problem: Various organizations from Europe and the United
States, nominally displaying joint support for a Middle Eastern
nation, were in fact competing for influence with that nation. The
competition was creating stresses between the supporting
organizations, and between each of them individually and the
supported nation. The resulting frustrations threatened to
endanger the execution of an important joint demonstration of
support, the confidence of the supported nation in the integrity of
and intent behind the support provided, and thus the overarching
goals and relationships of all participants.
Eastern organizations at an impasse over how to reconcile
conflicting goals and share limited resources are led through an
approach that exploits their shared interests, minimizes friction,
and isolates irrelevant differences.
Problem: Various organizations from Europe and the United
States, nominally displaying joint support for a Middle Eastern
nation, were in fact competing for influence with that nation. The
competition was creating stresses between the supporting
organizations, and between each of them individually and the
supported nation. The resulting frustrations threatened to
endanger the execution of an important joint demonstration of
support, the confidence of the supported nation in the integrity of
and intent behind the support provided, and thus the overarching
goals and relationships of all participants.
| Try to stay focused |
Approach: Identify the sources of conflict underlying the difficulties in organizing the
joint demonstration. Organize a framework for identifying, categorizing, and addressing
these issues in a manner that enables all involved organizations to proceed in a
meaningful and productive manner in the demonstration.
Action: A meeting was organized at which the underlying issues were revealed and
addressed in a manner which took into consideration the participants’ varying national
goals and cultural methods of problem-solving, as well as the nature of their
interrelationship in the present context. They were then led through a discussion
categorizing the issues raised in terms of importance and relevance to the issue at
hand. Finally, a negotiation was facilitated during which terms for a mutually successful
joint demonstration were agreed upon.
Result: The joint demonstration, as well as its preparatory exercises, were
productively held with the full participation and mutual support of all members. Further,
the pattern of joint negotiations was successfully applied to future joint operations.
joint demonstration. Organize a framework for identifying, categorizing, and addressing
these issues in a manner that enables all involved organizations to proceed in a
meaningful and productive manner in the demonstration.
Action: A meeting was organized at which the underlying issues were revealed and
addressed in a manner which took into consideration the participants’ varying national
goals and cultural methods of problem-solving, as well as the nature of their
interrelationship in the present context. They were then led through a discussion
categorizing the issues raised in terms of importance and relevance to the issue at
hand. Finally, a negotiation was facilitated during which terms for a mutually successful
joint demonstration were agreed upon.
Result: The joint demonstration, as well as its preparatory exercises, were
productively held with the full participation and mutual support of all members. Further,
the pattern of joint negotiations was successfully applied to future joint operations.
To learn more about this case studies and others, or to talk over your own unique
situation, contact Jim today for a confidential discussion.
situation, contact Jim today for a confidential discussion.
Bosporus Business Consulting
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Jim Stroup: providing business leadership where civilizations meet
- Now: Managing Leadership ®
Jim Stroup: providing business leadership where civilizations meet
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