ABSTRACT
North and South both share the blame for the confrontation and the counterproductive atmosphere it creates. The South, feeling wronged and aggressed after years of exploitation, acts aggressively. Like many revisionists, the Group of 77 believes that it cannot get the North’s attention without some strong language. Confronted with confrontationism, the North could either respond in kind or could produce a raft of technical data that confirmed its case and refuted the, other’s rather than looking for constructive innovations, thus perpetuating the confrontation on a different level. There are many positive examples of information development in the North-South cases. The basis for any agreement is a formula, a conscious attempt to arrive at a joint definition of the problem and the solution and to combine relevant portions of both parties’ positions into a common justification of terms of trade. The notion of a formula covers a number of advantages that need to be highlighted for a successful negotiation.
