This study examines a void in current peace operations doctrine--negotiating at the lower tactical level. Current United Nations and military doctrine presents a checklist for conducting meetings but neither explains the theory behind negotiating concepts nor how to apply this theory. Furthermore, this doctrine does not demonstrate that negotiation is a combat multiplier in conflict de-escalation which can assist diplomatic efforts in attaining a lasting peace. This study investigates the best of negotiating material in business and academia and uses this material to develop a methodology for conducting peace operations negotiations. It compares the traits of professional negotiators with those prized in Army officers, examines the level of skills required at various rank levels, and considers means of gaining negotiating skills. The results of this study should help prepare peace operators in preparing for, conducting, and following up on negotiations. It concludes that negotiating skills are crucial for officers because they are applicable not only to peace operations, but to other military operations other than war and daily interactions of commanders and staff officers. This study recommends that all field-grade officers should learn negotiating skills.

ADA 313141 Approved for public release; Distribution is unlimited. The opinions and conclusions expressed herein are those of the student-authors and do not necessarily represent the views of the U.S. Army Command and General Staff College or any other governmental agency. (References to these studies should include the foregoing statement.)