Dynamics of Negotiation and Conflict: Theory and Reality
This seminar will examine some of the contemporary and conceptual issues relating to the analysis of negotiation processes and their contribution to international dynamics of conflict and cooperation. It will identify the nature, functions and core elements of the concept of negotiation, the inherent power dynamics (symmetry, asymmetry) and the role and influence of culture. By focusing on negotiation theory and reality, the seminar aims to provide students with conceptual tools to help analyse empirical case studies relating to the negotiation of peace agreements, the end of ethnic conflicts, the promotion of multilateral trade agreements and the establishment of global environmental regimes. This seminar is open in priority to Doctoral and MIS students in Political Science.
This course will examine some of the contemporary and conceptual issues relating to the analysis of negotiation processes and their contribution to international dynamics of conflict and cooperation. The course will identify the nature, functions and core elements of the concept of negotiation, the inherent power dynamics (symmetry, asymmetry) and the role and influence of culture. By focusing on negotiation theory and reality, the course aims to provide students with conceptual tools to analyze empirical case-studies relating to the negotiation of peace agreements, the end of ethnic conflicts, the promotion of multilateral trade agreements and the establishment of global environmental regimes. External speakers will be invited to provide insights on their experience and knowledge of international negotiations.
For the second part of the course (International Cases of Negotiation and Conflict), which starts on 19 November 2008, students will choose the case study of their interest. Students will be divided in two groups per session, each group representing an actor. Each group will be in charge of identifying and voicing the underlying positions and concerns of their negotiating party and will negotiate options and alternatives with the other group, on the basis of the assigned readings as well as additional research. An internal negotiation will take place amongst the group members outside of class in preparation for the face to face negotiations. A one page summary of core issues relating to the negotiation case will be distributed in class by each group on the day the case study is discussed. One student will be in charge of presenting his/her group’s position, but all group members will take part to the ensuing class negotiations with the other party. A collective grade will be assigned to each group. Collective negotiation exercise: 20%.
Final grades will reflect the level and quality of seminar participation, presentations of the readings and written assignments.
Sept. 17: Brief Introduction
PART I : THEORIES AND CONCEPTUAL TOOLS
Sept. 24: NEGOTIATION THEORY: HISTORY, DEFINITION CORE ELEMENTS AND MODELS (1)
Sebenius, J. K., "International Negotiation Analysis", in Kremenuyk ed., International Negotiation, 2nd ed., 2002, pp. 229-255.
Raiffa, H., The Art and Science of Negotiation, 1982, pp. 11-19.
Oct. 1: NEGOTIATION THEORY: HISTORY, DEFINITION CORE ELEMENTS AND MODELS (2)
Rubin, J.Z., "The Actors in Negotiation", in Kremenuyk ed., International Negotiation, 2nd ed., 2002, pp. 97-109.
Lax, D., & Sebenius, J., "Dealcrafting: The Substance of Three-Dimensional Negotiations", Negotiation Journal, 18 (1), January 2002, pp. 5-28.
Oct. 8: MODELS AND GENERAL ORIENTATION
Zartman, I. W., "Introduction: Two’s Company and More’s a Crowd, The Complexities of Multilateral Negotiations", in Zartman ed., International Multilateral Negotiation: Approaches to the Management of Complexity, 1994, pp. 1-10.
Sjöstedt, G., "Negotiation on Trade and the Environment, Variation in the Multilateral Approach", in Kremenuyk ed., International Negotiation, 2nd ed., 2002, pp. 362-391..
Stein, J. G., "Getting to the Table: The Triggers, Stages, Functions and Consequences of Prenegotiation", in Stein, ed., Getting to the Table: The Processes of International Prenegotiation, 1989, pp. 239-268.
Oct. 15: NEGOTIATION AND CULTURE
Zartman, I.W., "A Skeptic’s View", in Faure and Rubin, eds., Culture and Negotiation, 1993, pp. 17-22.
Berton, P., "Japanese, Chinese and Soviet/Russian Negotiators: An Analytical Framework", in ed., Peter Berton, Hirosji Kimura & Zartman, International Negotiation: Actors, Structure/Process, Values, 1999, pp. 91-129.
Salacuse, "Ten Ways Culture Affects Negotiation Style", Negotiation Journal, July 1998, pp. 221-240.
Oct. 22: POWER AND NEGOTIATION
Zartman, I. W., "The Structure of Negotiation", in Kremenyuk, 2002, pp. 71-84.
Zartman, I. W. et Rubin, J. Z., Power and Negotiation, The University of Michigan Press, 2000, pp. 3-24; pp. 271-290.
Rubinstein, A., "A Bargaining Model with Incomplete Information about Time Preferences", Econometrica, 53 (5), 1985, pp. 1151-1172.
Oct. 29: DOMESTIC AND EXTERNAL PROCESSES: PERCEPTIONS, TWO LEVEL GAMES, THIRD PARTIES AND CONFLICT RESOLUTION
Beardsley, K.C., Quinn, D.M., Biswas, B. & Wilkenfeld, J., "Mediation Style and Crisis Outcomes", in Journal of Conflict Resolution, Vol. 50, No. 1, February 2006, pp. 58-86.
Rubin, Jeffrey Z., Chapter 15, "Psychological Approach", in Kremenyuk, ed., 2002, pp. 256-270.
Nov. 5: STRATEGIES, TACTICS AND CONFLICT RESOLUTION
McGinnis, M.D., "Issue Linkage and the Evolution of International Cooperation", Journal of Conflict Resolution, Vol. 30, No. 1, March 1986, pp. 141-170.
Lyttle, A.L., Brett, J.M., et Shapiro, D., "The Strategic Use of Interests, Rights, and Power to Resolve Disputes", Negotiation Journal, Vol. 15, No. 1, January 1999, pp. 31-52.
Nov. 12: NEGOTIATION OUTCOMES
Zartman, W., "Negotiating Forward and Backward looking Outcomes" & "Looking Forward and Looking Backward on Negotiation Theory", in Zartman & Kremenyuk, eds., Negotiating Forward- and Backward-Looking Outcomes, 2005, pp. 1-7; pp. 289-301.
Wallihan, J., "Negotiating to Avoid Agreements", Negotiation Journal, 14 (3), July 1998, pp. 257-268.
Iklé, F. C., "The Role of Emotions in International Negotiations", in Berton, Kimura et Zartman, eds., International Negotiation: Actors, Structure/Process, Values, 1999, pp. 335-350.
PART II : INTERNATIONAL CASE STUDIES: FROM THEORY TO REALITY
Nov. 19: MEDIATION AND RESOLUTION OF ETHNIC CONFLICTS: THE CASE OF BOSNIA-HERZEGOVINA
Bjork, J., & Goodman, A.E., "Yugoslavia, 1991-1992: Could Diplomacy Have Prevented a Tragedy", GUISD Pew Case Study Center, No. 453, 1993.
O’Brien, J.C., "The Dayton Agreement in Bosnia: Durable Cease Fire, Permanent Negotiation", in Zartman & Kremenyuk, eds., Peace vs. Justice, Negotiating Forward- and Backward-Looking Outcomes, 2005, pp. 89-111.
Nov. 26: NEGOTIATING PEACE IN THE MIDDLE EAST (1)
Seale, P., "The Syria-Israel Negotiations: Who is Telling the Truth", Journal of Palestine Studies, 29 (2), Winter 2000: pp. 65-77.
Daoudy, M., "A Missed Chance for Peace: Syria and Israel's Negotiations over the Golan Heights", Journal of International Affairs, "Water: A Global Challenge", Columbia University, 61 (2), 2008: pp. 215-234.
Dec. 3: NEGOTIATING PEACE IN THE MIDDLE EAST (2)
Farsakh, L. (2005), "Independence, Cantons, or Bantustans: Whither the Palestinian State", The Middle East Journal, 59 (2), pp. 230-245.
Agha, H. & Malley, R. (2001), "Camp David: The Tragedy of Errors", The New York Review of Books, Vol. 48, No. 13.
Dec. 10: MULTILATERAL TRADE NEGOTIATIONS
Drahos, P., "When the Weak Bargain with the Strong: Negotiations in the World Trade Organizations", International Negotiation, 8, 2003: pp. 79-109.
Dec. 17 DOMESTIC AND INTERNATIONAL PROCESSES : MULTILATERAL ENVIRONMENTAL NEGOTIATIONS
Sprinz, D. and Weiss, M., "Domestic Politics and Global Climate Policy", in Sprinz & Luterbacher, eds., International Relations and Global Climate Change, 2001, pp. 67-94.
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