ABSTRACT
One's environmental negotiating team's action will generate some kind of reaction from their opponents, and it is the kind of reaction that their team creates that matters most of all. To quote from Saul Alinsky once again, "The real action is in the enemy's reaction". A danger to guard against is the danger of being so impressed with them and with their team's performance that one forgets to pay attention to the opposing team's reaction. There are an infinite number of possible reactions for the opposing team. The first reaction, the hostile negative reaction, is a frequent and easily understood response from the opposing side. The second possible reaction, the respectful declination, on the other hand, tends to take the energy out of readers organization. This reaction is defined as being the polite, friendly rejection of everything one hopes to achieve through their negotiation.
