ABSTRACT
This chapter aims to devote to a consideration of this increasing concern and to some of the more far-reaching confidence-building proposals that attend it. Post-World War II relations between the Soviet Union and the United States have been marked by profound mutual distrust and potentially catastrophic rivalry. The soft negotiating game emphasizes the importance of building and maintaining a relationship. Many people recognize the high costs of hard positional bargaining, particularly on the parties and their relationship. Empirical and experimental studies of negotiations confirm the obvious fact that regardless of the issues, a successful outcome is impeded by the absence of mutual trust and lack of full and accurate communication. Roger Fisher concludes by recommending a process of negotiation and more general dealing that can reduce competition and thereby facilitate the cooperation that is essential to avoid the confrontation no one desires.
