Winning together : the natural resource negotiation playbook / Bruno Verdini Trejo.

Format:

Book

Author/Creator:

Verdini Trejo, Bruno, author.

Language:

English

Subjects (All):

Diplomatic negotiations in international disputes.

Energy development--Law and legislation.

Riparian rights.

Water resources development.

Territorial waters.

North America.

Boundary disputes.

Territorial waters--United States.

United States.

Territorial waters--Mexico.

Water resources development--Colorado River Watershed (Colo.-Mexico).

Riparian rights--Colorado River Watershed (Colo.-Mexico).

Energy development--Law and legislation--Mexico, Gulf of.

Energy development.

United States--Boundaries--Mexico.

Boundaries.

Mexico.

Mexico--Boundaries--United States.

Gulf of America.

North America--Colorado River Watershed.

Physical Description:

viii, 322 pages ; 24 cm

Place of Publication:

Cambridge, Massachusetts : The MIT Press, [2017]

Summary:

Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In the book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases-one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River-resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico-from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates-Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution. Book jacket.

Contents:

Part I Beyond Hard Bargaining 1

Examining Transboundary Negotiations 1

Embracing an Interdisciplinary Approach 4

Part II Gulf of Mexico Negotiations 17

1 Introduction to the Gulf of Mexico Negotiations 19

Overview 19

Summary and Scope of Agreement 21

2 Setting the Stage 27

Getting the Other Side to the Table 27

Getting Your Own Side to the Table 35

3 Changing the Mindset 41

Building Trust by Sharing Information 41

Analyzing Precedents to Define a Roadmap 46

Switching from an Adversarial to a Mutual-Gains Approach 48

4 Exceeding Zero-Sum 57

Finding the Zone of Possible Agreement 57

Overcoming Preconceptions by Defining a New Narrative 60

Involving Concerned Stakeholders Preemptively 61

5 Exercising Leadership 65

Building in Incentives Rather than Requirements 65

Creating Better Outcomes through Relationships of Trust 75

Part III Colorado River Negotiations 81

6 Introduction to the Colorado River Negotiations 83

Overview 83

Summary and Scope of Agreement 85

7 Back to the Drawing Board 93

From Litigation to Cooperation 93

Turning Crisis into Opportunity 97

No Negotiation without Representation 101

8 Broadening Perspectives 107

Seeing Is Believing 107

Sharing Tools for Better Understanding 113

Putting Yourself in Their Shoes 116

9 Tearing Down Walls 123

Bringing More Issues to the Table 123

Adding Value in Process and Product 130

10 Protecting and Perfecting 137

Dealing with Spoilers 137

Leading through Ingenuity 145

Testing the Ways to Agreement 150

Part IV Strengthening Negotiation Practice 155

11 Enhancing the Prospects for Finding Agreement 157

Dispute Resolution 158

Adaptive Leadership 163

Collaborative Decision-Making 169

Political Communication 176

12 Steps to Effective Transboundary Negotiations 183.

Notes:

Includes bibliographical references and index.

ISBN:

9780262037136

0262037130

9780262534376

0262534371

OCLC:

978560060