Military metaphors are common in business writing about the strategy, but they are rarely used in the negotiation literature. This case is the Marine Corps philosophy of engagement and compares it with the tactics and techniques of effective negotiation. Some of the characteristics of the war - such as friction, imperfect information and communication flow, and disorder - is also part of the negotiations. In addition, some of the methods used for military purposes strategists, like the gaps in the line up by the enemy and the courage and speed to surprise the enemy, can also work for the negotiations. Most importantly, however, this case is the concept of complexity for both war and talks and introduces students to the ideas of constant adaptation and dynamic response to changing conditions. "Hide
by Michael A. Wheeler, Gillian Morris, 16 pages. Publication Date: January 16, 2002. Prod. #: 902157-PDF-ENG
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