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Winning TogetherThe Natural Resource Negotiation Playbook$
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Bruno Verdini Trejo

Print publication date: 2017

Print ISBN-13: 9780262037136

Published to MIT Press Scholarship Online: September 2018

DOI: 10.7551/mitpress/9780262037136.001.0001

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Changing the Mindset

Changing the Mindset

Chapter:
(p.41) 3 Changing the Mindset
Source:
Winning Together
Author(s):

Bruno Verdini Trejo

Publisher:
The MIT Press
DOI:10.7551/mitpress/9780262037136.003.0003

Explains how the United States and Mexico negotiators were able to shift their approaches, taking a series of steps outside the typical inter-agency and diplomatic protocols. Building Trust by Sharing Information demonstrates the innovative data sharing ways the two sides relied on to exchange sensitive information, without giving up confidential components, which in turn empowered the two countries to get their energy, technical and political experts on the same page. Analyzing Precedents to Define a Roadmap illustrates how Mexico prepared for the negotiation process by evaluating international examples of transboundary hydrocarbon reservoir agreements, which allowed them to devise a set of alternatives for consideration. Switching From an Adversarial to a Mutual Gains Approach presents the genesis of the innovative suggestion by the lead U.S. negotiator to set up binational working group sessions, discarding the typical draft-counter-draft strategy that pervades and drags down so many diplomatic negotiations.

Keywords:   transboundary hydrocarbons, data sharing, sensitive information, draft counter draft, diplomatic negotiations, United States, Mexico, adversarial, mutual gains, binational working groups

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