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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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Exercising Leadership

Exercising Leadership

(p.65) 5 Exercising Leadership
Winning Together

Bruno Verdini Trejo

The MIT Press

Focuses on the leadership of key negotiators on both sides of the maritime border who thought outside of the box to enable a successful international agreement. Building in Incentives Rather than Requirements describes the crucial involvement of the private U.S. oil industry in the binational negotiations. With private-sector input, the parties were able to devise an incentive mechanism, unlike any other in the world, to manage potential conflicts between state-owned and private companies, and encourage the infrastructure development and joint management of the hydrocarbons reservoirs. Creating Better Outcomes through Relationships of Trust concludes the case by illustrating the ways in which the working group meetings and continued formal and informal interactions between the stakeholders led to the ultimate success of the Gulf of Mexico negotiations.

Keywords:   leadership, incentives, binational negotiations, maritime border, hydrocarbons, oil industry, infrastructure development, joint management, building trust, international agreement

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