Strategies for negotiation in non-cooperative contexts: the case of the Missile Crisis of 1962

Abstract

This paper aims to publicize the importance associated with the development of negotiation as the best procedural mechanism for the resolution of conflicts and the decision making process, taking into account the increase of conflicts in the world community.

In the first instance, the researcher is focusing on the Penetration Trading Strategy and its main characteristics. Then, to analyze the five steps that characterize this method through a case study that corresponds to the negotiation conducted between John F. Kennedy and Nikkita Khrushov about what happened during the missile crises of 1962. With this, it is expected to demonstrate the applicability of the Penetration Strategy and determine the importance that it has to face any kind of differences among human beings.