Bargaining with the Devil
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negotiations:
alternatives to, 23–24, 25, 26, 28, 29–30, 40, 262, 264, 275
Brenda Thomkins’s refusal to engage in, 225, 226, 227–29, 230–31
between Britain and Germany, 90–91, 92, 93–95, 98, 99–100
Churchill’s refusal to engage in, 83, 84, 93–94, 95–96, 99–100, 101–5
context of, 304
cost-benefit analysis of, 7, 16, 25, 28, 31–32, 44–45, 261–63, 264–67
in family problems, 232–33, 238, 260, 303
Fisher’s consistent use of, 3
of Harding family, see specific Harding family members
between IBM and Fujitsu, 151–71, 173–74
implementing terms of, 27, 28, 32
indirect vs. direct, 174–75
interest in, 26, 27
between Kasztner and Eichmann, 5, 53, 66, 67–68, 70, 73, 75, 78, 80, 81–82, 280, 282, 284
as Kasztner’s decision, 59–61, 64, 65, 76
negotiations (cont.)
and management of unresolvable tensions, 179, 192–93
between Mandela and de Klerk, 126–27, 129–30, 133, 134–35, 136
as Mandela’s decision, 106–8, 120, 123–24, 125–26
between Pastreich and San Francisco Symphony, 181, 185–86, 191–92, 193–95, 203–5
potential outcomes of, 24–25, 28, 30
Sharansky’s cost-benefit analysis of, 48
Sharansky’s inability in, 41, 43, 44–45
and Taliban, 1, 3, 6–8, 266–67, 268, 273
in Thomkins divorce case, 218–31
“win-win,” 2, 18, 20, 179
workshop in, 197–200
see also med-arb (mediation and arbitration); traps
Nelson, Dave, 142, 145, 161, 162
Nelson, Willie, 146
neo-Kantians, 305
Netherlands, 89, 114
New World Symphony, 189
New Yorker, 280–81
New York Times, 141
1983 Agreements, 151–54, 161, 164, 166, 167, 168, 169, 171, 173, 295, 296
Ninomiya, Shoichi, 155, 156
Nobel Peace Prize, 136
no-fault divorce, 215, 221
Norfolk Southern Corporation, 146
North Korea, 1, 267, 268, 305
Norway, 87
Nuremberg trials, 70
Obama, Barack, 267–68
obedience to authority, 16
oboists, 191
Omar, Mohammed, 2, 266, 273
operating systems, 139, 149–51, 157, 167, 172, 292, 293, 296
opportunities, 32
Outer Cabinet, British, 101, 102
overconfidence, 78
pacifism, 18, 20
“Pact of Steel,” 91
Pakistan, 273
Palestine, 55, 60, 61
Palestinians, 176
Palmieri, Glen, 217, 226, 228, 230
Pan Africanist Congress (PAC), 116–17
parental divorce, 214, 217, 223
Parliament, South Africa, 126, 288
partisan model, 292–93
partition suits, 248–49
Pastreich, Peter, 179, 183–84, 186–87, 188–89, 190, 196, 197, 199, 200, 205–6, 207
in negotiations with San Francisco Symphony, 181, 185–86, 191–92, 193–95, 203–5
see also List of 65 Demands
physical custody, 222
Players’ Committee, 180, 181, 182, 196, 197, 199, 206, 297
Poland, 55, 57, 58, 63, 85, 87, 278, 286
Pollsmoor Prison, 121
Porter, Anna, 54, 55, 277
“positive” traps, 6, 18–21, 77
potential negotiated outcomes, 24–25, 28, 30
pragmatism, 47, 49–50, 59, 134, 135, 261–62, 265–66
precedents, 31–32
Pressure-Measure, 275
principle, 134, 261–62
prodigal son parable, 302–3
property disputes, 212, 235–36
Putnam, Robert, 134
Queen’s Counsel, 147
Radebe, Gaur, 113–14
rationality:
of Churchill, 103
feelings vs., 21, 22, 23, 46
Mr. Spock and, 22–27
pragmatism vs. principle and, 134
and Sharansky, 39–40
see also analytical reasoning
Raven, Bob, 142–44, 145, 148, 155, 161, 162, 163, 168, 176
reactive devaluation, 297
reasoning:
analytical, 17, 21, 36
intuitive, 17, 18, 21, 35–36
see also Spock, Mr.
redemption, 18, 19, 20
refuseniks, 36, 41–42, 44
rehabilitation, 18, 19
Relief and Rescue Committee, 56, 58, 59, 60, 61–62, 63, 65, 68, 75, 79, 278, 280, 281
representatives, pragmatic assessments of, 265–66, 305
reputation, 29
responsibility, 18, 19, 20
Reynaud, Paul, 93, 97, 98
Rhineland, 85
risks, 32–33
of Sharansky, 42–43
Robben Island, 119–20
Roden, Wayne, 180
Romania, 53–55, 56, 60, 79
Roosevelt, Franklin D., 78, 89, 99, 287
Rosenberg, Dick, 187, 188
Rosental, Eliezer, 283
Rosner, David, 283
Ross, Gaylen, 284
Ross, Lee, 297
rotating choice, pitfalls of, 303
Royal Air Force, 97, 102
Rwanda, 2
Sakharov, Andrei, 38, 123
Sakura, Japan, 170
San Francisco Chronicle, 205
San Francisco Symphony, 177–208, 297–99
board of governors of, 187, 188, 195, 196, 197, 198
contract of, 177–78, 180–81, 182, 193, 200–205, 206, 207, 297, 299
demands of, 185–86, 188, 189–91, 193–95, 200–203, 204–5
Hard Liners in, 181, 182, 183, 194, 199
Moderates in, 181–82
Pastreich’s management of, 184
Pastreich’s negotiations with, 181, 185–86, 191–92, 193–95, 203–5
relationship of musicians in, 182, 183, 196–97
on strike, 177–78, 181, 182, 183, 185, 186, 187–88, 189, 197, 206, 297
tenure in, 181
Schmueli, Yechiel, 283
Sebokeng Township, South Africa, 290
Second Boer War, 88
second price sealed bid auctions, 301
Secured Facility Regime, 166–73, 237, 296, 297
self, sense of, 261, 276, 305
self-respect, 29
self-righteousness, 18, 19, 48
Senza Sordino, 207
September 11, 2001 terrorist attacks of, 2, 7, 266, 267, 273
Settlement Agreement, 151–52, 294, 295
Sharansky, Anatoli (Natan), 36–49, 53, 276
arrest of, 36, 39, 40
cost-benefit analysis by, 39–46
hunger strike of, 37, 39
imprisonment of, 37, 39, 40, 42, 120, 135
moralism of, 48, 103, 107
trial of, 37, 41, 49
shared custody, 222
Sharpeville Massacre, 117
shuttle diplomacy, 238–39
sibling rivalry, 251
Sinclair, Archibald, 98, 104
Sipser, I. Philip, 193, 207, 298
Sisulu, Walter, 108, 113–14, 125, 289–90
Skinner, Judy, 242
slavery, British abolition of, 115
Slovakia, 55, 58, 59, 79, 278, 280, 286
soft-enforcement in deal implementation, 32
software, 139, 149, 150, 157, 166, 172, 292, 293
“Sonderkommando” (Special Action Commando), 58
Sophie’s Choice (Styron), 81, 284
Sotheby’s International Realty, 243
source code, 293–94
South Africa, 3, 4, 106–36
creation of, 115
economy of, 132
in
ternational boycott of, 106
Soviet Union, 36–49, 56, 84, 93, 95, 102, 286
collapse of, 128
Soweto uprising, 131
Sparks, Allister, 132
spillover costs, 31–32
Spock, Mr., 22–27, 34, 59, 61, 265, 275
on Churchill-Halifax debate, 94
five questions of, 262
and IBM-Fujitsu case, 154, 163, 171–72, 296
on Kasztner, 60, 64, 75, 78
Mandela and, 112, 117–18, 119, 127
and pragmatism vs. principle, 134
on San Francisco Symphony negotiations, 194
on Sharansky, 41, 45
spousal divorce, 214, 215
spousal support, 212
“Spreading the Word about Spreadsheet Software,” 142
SS, 58, 61–62, 67, 69, 70, 73
Stalin, Joseph, 38, 276
“Stand in the Schoolhouse Door,” 295
statistical vs. identified lives, 78
Stern, Samuel, 58
sting operation, Hitachi caught in, 150
strategic interdependence, 33
streetcar paradox, 304
strikes, 185
see also San Francisco Symphony, on strike
string players, 191, 200–201, 297
Styron, William, 81, 284
Sudan, 88
Sudetenland, 86
Supreme Court, Israeli, 74, 76
Swann’s Way (summer place), 232, 235, 239, 240, 241, 243, 247, 248, 249, 252, 254
agreement signed for, 257–58
brainstorming of ideas for, 256–57
tax appraisal of, 233, 234, 243, 250
Switzerland, 175
symphonies, 184–85, 190–91, 200, 205–6
Syria, 175
Szenes, Hanna, 282–83
Taliban, 1, 2, 3, 6–8, 266, 268, 273, 305, 306
Tambo, Oliver, 107–8, 113–14, 118, 122, 123, 128, 289
TASS, 276
Taylor, Betsy, 243, 256
terrorism, 1
see also al-Qaeda; September 11, 2001, terrorist attacks of
Thembu royal house, 109
“theory of the case,” meaning of, 148
Theresienstadt, 280
“thinking things through,” creativity in, 164
Thomas, Michael Tilson (MTT), 179, 189–90, 297
Thomkins, Amanda, 213, 215, 223–24
Thomkins, Brenda, 211–14, 215
adultery of, 211, 218, 226
intransigence of, 225, 226, 227–29, 230–31, 300, 301
money wanted by, 212–13, 215–17, 218, 224–25, 226, 229, 230
physical custody of children sought by, 212, 213, 219–21, 222, 223, 224, 225, 229, 230, 300
Thomkins, Gabriel, 223–24, 228
Thomkins, Thomas, 211–14, 217, 226
abuse by, 211, 218
child support paid by, 224–25, 226, 227, 229
income of, 215, 299
physical custody of children sought by, 212, 213, 219–20, 221, 223, 225, 226–27, 230–31, 300, 301
three-person panels, 292–93
time, deal implementation and, 32
Time, 136
Toben, Steve, 177, 178, 179, 180, 184
transaction costs, 31
traps, 16, 262
“call for battle,” 194, 265
dehumanization, 18, 19, 20, 194, 265
fight/flight response, 18, 20, 60, 194, 265
“negative,” 6, 18–21, 47, 77, 103, 194, 208, 213, 234, 259, 261, 262, 265
“positive,” 6, 18–21, 77
tribalism, 18–19, 20, 194, 265
zero-sum, 18, 19–20, 48, 183, 190, 194, 217, 251, 259, 265
see also demonization; moral impulses, moralism
tribalism, 18–19, 20, 194, 265
Trudeau, Pierre, 148
trumpet players, 191
trust, 32
Tse-tung, Mao, 118
Turkey, 175
Turner, Don, 242
Turner, Jennifer, 245
Tutsis, 2
“two-level game,” 134
Umkhonto we Sizwe (“The Spear of the Nation”), 117, 118, 130
uncertainty, 172–73, 284
unions, 185, 190
United Kingdom, 145
United States, 84, 89, 97, 102, 115
Iranian negotiations with, 175
universalism, 18–19, 20
Va’ada, see Relief and Rescue Committee
value:
creation of, 192
distribution of, 192
value judgments, 35–36
van der Merwe, Fanie, 123, 124
Versailles Treaty, 85
Verwoerd, Hendrik, 117
Victor Verster Prison, 124
Vienna Symphony, 188
Vietnam War, 241
Vikrey auctions, 301
Viljoen, Constand, 133
Viljoen, Gerrit, 128
violinists, training required for, 191
Volksfront, 133
Volodin (KGB interrogator), 42–43
von Mehren, Arthur T., 294–95
Vula, Operation, 290
Waldmeir, Patti, 125, 134, 136
Wallace, George, 295
Wall Street Journal, 141, 170
War Cabinet, British, 4, 83, 84, 89, 91, 92, 93–94, 95, 97, 101–2, 103, 264, 266, 285
warfare, bargaining vs., 3
Washington Agreement, 167
Weitz, Professor, 283
Wellington, Dr., 110
whites, 115–16
Wiffenpoofs, 297
“win-win” negotiation, 2, 18, 20, 179
Wisliceny, Dieter, 58, 60, 61, 64, 65, 75, 76, 279, 280
Wood, Edward, see Halifax, Edward, Lord
Word, 149
World Jewry, 58, 61, 62, 63, 66, 78, 79, 278, 281, 284
World War I, 85, 88
World War II, 55, 56–57, 58, 63, 115, 140
outbreak of, 87
see also Churchill, Winston
World Zionist Congress, 71, 281
Xhosa nation, 109, 110
Yad Vashem, 284–85
Yakir (dissident), 44
Yamamoto, Takuma, 140, 144, 150, 154, 295
Zahar, Imam Yousif al-, 19
zero-sum fallacy, 18, 19–20, 48, 183, 190, 194, 217, 251, 259, 265
Zimbardo, Philip, 274
Zionism, 36, 38, 39, 41, 43, 44, 45, 53, 54, 56, 58, 66, 68, 276
Zulus, 115, 129
About the Author
Robert Mnookin is a leading scholar in the field of negotiation and conflict resolution. He is the Samuel Williston Professor of Law at Harvard Law School, the Chair of the Steering Committee of the Program on Negotiation at Harvard Law School, and the Director of the Harvard Negotiation Research Project. He has written or edited nine books and numerous scholarly articles.
Mnookin is an experienced arbitrator and mediator who has resolved many complex commercial disputes. He is a teacher, lecturer, and consultant who has applied an interdisciplinary approach to a broad range of conflicts. He has trained thousands of executives and professionals in negotiation and mediation skills and has served as a consultant to governments, international agencies, major corporations, and law firms.
Before joining the Harvard faculty and leading its Program on Negotiation, Professor Mnookin was a professor at Stanford Law School, where he co-founded and directed the Stanford Center on Conflict and Negotiation, an interdisciplinary group concerned with overcoming barriers to the negotiated resolution of conflict. He is a Fellow of the American Academy of Arts and Sciences.
For additional information relating to this book or Professor Mnookin see www.bargainingwiththedevil.com or www.mnookin.com.
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