ABSTRACT
One of the shrewdest tactics in environmental negotiations, and one of the most common, is the "not negotiating at all" style of negotiation. This tactic is simple, and it is unnerving to the opposition. It is a powerfully effective tactic because few individuals and fewer teams have the patience, the coherence, the endurance, and the psychological strength to persist in negotiating after they have been repeatedly ignored. The "not negotiating" negotiator is the silent and invisible dance partner. In reality, the "not negotiating at all" negotiator and his opponents are partners in a most unusual dance. The side pretending not to negotiate is acutely aware of every word and of every action of the opposing side. The environmental negotiator who pretends not to listen to the views of his opponent listens very intently indeed.
