Example 2: A team of engineers has created a working prototype of an improved aerial reconnaissance drone, but they need funding and more engineering resources to take their prototype to the next stage of development. Unfortunately, the three executives who control re- search and development funds are ignoring the engineers. They'd never admit it, one insider tells the engineers, but those executives are afraid that your success will cannibalize sales of our existing aer- ial drone. Here, self-interest on the part of the executives is pre- venting discussion of the funding issue. How can you get people to talk in these kinds of situations? Read on. ? Think About It... Situations in which one party will not negotiate or even listenare common in the workplace. Can you think of one that has involved you or your work group? Describe it below. Then try to ex- plain why this happened. Why did the other party hold back? The situation: "Think About It" continues on next page. AMACOM Self Study Program http://www.amaselfstudy.org/ PAY ATTENTION TO THE PRELIMINARIES 55 Think About it continued from previous page. Why wouldn't the other party negotiate discuss the