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The book begins with a chapter "Don't Bargain Over Positions" that explains the undesirable characteristics of positional bargaining, in which the negotiating parties argue over a sequence of positions. Such an argument "produces unwise outcomes", "is inefficient", and "endangers an ongoing relationship". [3]: 4–7
Third, the bargaining model assumes that war ends when a settlement is reached, yet the Iraq War demonstrates that it is hard to impose one's will on a defeated opponent. Fourth, both the Bush administration and the Saddam regime demonstrated cognitive and decision-making biases (the bargaining model assumes that actors behave rationally). [15]
The more value they have created, the easier this will be, [16] but research suggests that parties default very easily into positional bargaining when they try to finalize details of agreements. [17] Parties should divide value by finding objective criteria that all parties can use to justify their “fair share” of the value created.
Integrative negotiation is also called interest-based, merit-based, win-win, or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by taking advantage of the fact that different parties often value various outcomes differently. [14]
Blau (1964), [6] and Emerson (1976) [7] were the key theorists who developed the original theories of social exchange. Social exchange theory approaches bargaining power from a sociological perspective, suggesting that power dynamics in negotiations are influenced by the value of the resources each party brings to the exchange (a cost-benefit analysis), as well as the level of dependency ...
BATNA was developed by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation (PON), in their series of books on principled negotiation that started with Getting to YES (1981), equivalent to the game theory concept of a disagreement point from bargaining problems pioneered by Nobel Laureate John Forbes Nash decades earlier.
Domestic politics: leaders' aims in war are reflected by personal or domestic political interests rather than what is strictly in the state's interest [36] [37] Constructivism: the identities of actors are realized through conflict [38] Multi-player bargaining: war can be an equilibrium solution to bargaining between more than two actors [39]
Several alternative approaches have been developed based on foundationalism, anti-foundationalism, behaviouralism, structuralism and post-structuralism. Behavioural international relations theory is an approach to international relations theory which believes in the idea that the social sciences can adapt methodologies from the natural sciences ...