How to Negotiate: A Mediator Is Needed

Negotiations between the government and the MRTA members entrenched in the Japanese residence appear to be stalled. The government has sent confusing and contradictory signals. President Alberto Fujimori spoke of a cordial dialogue — an excessive characterization. Minister Domingo Palermo let several journalists listen to his conversation with "don Néstor," probably in an attempt to reconcile with the press, and the result was a fresh conflict. As if that were not enough, last Sunday MRTA leader Néstor Cerpa refused to receive Palermo because he had no concrete proposals. As the one-month mark since the assault passes, things seem to be reaching a dead end. An essential factor in these situations is having a mediator who can patiently and skillfully bring the positions of both sides closer together. That is the subject of the conversation with Harvard negotiation expert Roger Fisher. Published January 16, 1997.