ABSTRACT
The process described in this book addresses key considerations in the negotiation contexts commonly encountered by cultural resource managers. But it is equally true of all negotiating situations that the amount of effort negotiators expend in the pre-negotiation phases generally corresponds to the level of success enjoyed at the close of the negotiations. This is so because the investigation and preparation that drive the development of the negotiator’s position and strategy entail essentially the same activities necessary to successfully carry out the negotiation itself.
