Table of Contents
49
ENDNOTES
Warrior / Negotiator: No Longer an Oxymoron, but a Necessity is accessible at http://culture.af.mil/NCE/.
“…yet the true creator is necessity, who is the mother of our invention.” Plato, The Republic. Translated by Benjamin
Jowett, Guttenberg epub version, 52 of 271, http://gutenberg.org/ebooks/1497 last accessed 15 Oct 2012.
Developed by the AFNC in December of 2007. It adapts to the military context several classic conflict management
models, among them the Thomas-Kilmann Conflict Management model (see Thomas, K. W., and Kilmann, R. H. The
Thomas-Kilmann Conflict Mode Instrument (Mountain View, CA: CPP, Inc., 1974)) and Rubin, Pruitt and Kim’s Dual
Concerns Model (see Rubin, J.Z., Pruitt, D.G., & Kim, S.H. (1994). Social conflict: Escalation, stalemate, and
settlement. New York: McGraw-Hill). The NPSC took these concepts and adapted them to some of the unique aspects
of the military context. One of the main features of the NPSC is that it can have negative values for task and
relationship – i.e. in a military environment, you may be tasked with destroying a relationship or denying the opposite
some or all of their objectives.
This section relies heavily on the “Essential Negotiating Terms” found in the NCE’s Warrior/Negotiator: No Longer
an oxymoron, but a necessity
Lewicki, Roy J., Bruce Barry, and David M. Saunders, Essentials of Negotiation, (New York, NY: McGraw Hill,
2007), 65-66.
Ibid, 115.
Roger Fisher and William Ury popularized this acronym in their 1981 bestseller, Getting to Yes: Negotiating
Agreement without Giving In, (New York: Penguin Books, 1991), pp. 97-106.
Lewicki, et al, 12.
Cohen, Steven. Negotiating Skills for Managers. (New York: McGraw Hill, 2002), 163-164.
Ibid, 119-124.
Ibid.
Ibid.
Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In. (New York: Penguin
Books, 1991), 97-106.
Raiffa, Howard. The Art and Science of Negotiation. (Cambridge, MA. Harvard University Press, 1982), 33.
Lewicki, et al., 14.
AFDD 1-1 Leadership and Force Development, 8 Nov 2011, 53
Developed by the AFNC in May 2011. Based on extensive feedback by the DOD Special Operations Community.
The United States Air Force Core Values. 1 January 1997. Available at: http://www.e-
publishing.af.mil/shared/media/document/AFD-070906-003.pdf . Last accessed 9 Oct 2012.
Lewicki, et al., 150-165
Bellis, Mary. The Invention of VELCRO ® - George de Mestral. Available at:
http://inventors.about.com/library/weekly/aa091297.htm. Last accessed 15 Oct 2012.
From a discussion with a MAJCOM/CC on his perspectives on the need for directness in decision-making. Included
in the discussions during the Group Commander’s Course, August 1996.
Cohen, Steven. Negotiating Skills for Managers. (New York: McGraw Hill, 2002), 163-164.
Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement without Giving In. (New York: Penguin
Books, 1981)
Roberts, Wess. Leadership Secrets of Attila the Hun. (New York: Warner Books, 1987), 82-84.
This is suggested due to the author’s use of an AFNC developed CD-based game where PME students voluntarily
revealed their NPSC preference. This CD is made available as part of the coursework for many AFNC sponsored
seminars and PME classes and electives.
Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement without Giving In. (New York: Penguin
Books, 1981)
Fischer and Ury, 56-80.
Story related to the author from a recently returned American military troop. Discussion occurred in the summer of
2010. Name and location not revealed at the contributor’s request.
Attributed to American singer and songwriter Ani Difranco (1970). “I know there is strength in the differences
between us and I know there is comfort where we overlap.” http://www.songlyrics.com/ani-difranco/overlap-lyrics/ last
accessed 23 October 2012.
The author found this tactic useful when negotiating training programs with allied military organizations. Most of the
opposite’s didn’t want to inform their general officer that they couldn’t get to an agreement – especially when a
successful agreement would bring that general officer tremendous prestige.