ABSTRACT
Some people are uncomfortable applying the terms winning and losing to environmental negotiations. During the heat of an environmental negotiation, reader must conquer his own fears of losing. This chapter discusses the four possible outcomes of environmental negotiations. It suggests methods for handling reader's feelings about winning and about losing. The chapter also suggests ways of dealing with reader's opponent's responses to winning and to losing. Some people are uncomfortable applying the terms winning and losing to environmental negotiations. Reader should pursue achieving their goals for an environmental negotiation with an attitude of civilized ruthlessness. Stay within the law, abide by the rules of the game, and show a reasonable amount of courtesy to their opponent. But remember that environmental negotiations are not an exercise in human sensitivity training. If reader's goals are truly compatible with the goals of their opponent, then the possibility exists that both of them could conclude their environmental negotiation as winners.
