Dynamics of Negotiation and Conflict: Theory and Reality

Course Organization
E567 - Fall - Course - 6 ECTS
Wednesdays 12:15-14:00 (Rigot 2)

Professor:
Marwa Daoudy
Marwa.Daoudy@graduateinstitute.ch
+41 22 908 59 35
Office hours: Tuesdays 15:00-16:30 (Rigot 18)

Assistant:
Stephanie Dornschneider
Stephanie.Dornschneider@graduateinstitute.ch
+41 22 908 59 41
Office hours: Tuesdays 14:15-15:45 (Rigot 26) 

Course Description

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.

SYLLABUS

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.

Requirements
All requirements aim to evaluate each student's ability to grasp key analytical concepts discussed in class and in the readings and to relate them to major empirical developments in negotiation, conflict and cooperation.

A) In-class participation and exercises: 60%
Students are expected to attend class regularly and on time, prepare appropriately, and participate actively to class discussions. Students are required to do the readings on each topic before coming to class. 20%
In the first part (Theory), students will choose the topic of their interest for which they will prepare and carry out in-class discussions (registrations will take place on the second week of class). For each session, the students who have registered for the specific session will be divided in two groups. Each group will be given by Dr. Daoudy a research question in relation to the topic and the readings of the day, each question reflecting different theoretical perspectives. Respective group members will meet outside of class in order to prepare for the exercise. Each student will provide an individual and critical evaluation of the assigned readings with reference to his/her specific question, first in writing (maximum one page analytical review to be e-mailed to Dr. Daoudy latest by noon the day before class), and also orally in interaction with the other group. The floor will then be open for discussion between the day’s presenters and the rest of class. All other students must have done the related readings in advance and be prepared for discussions. Class discussions will start from the third week of class, from 8 October 2008. Each student will be graded individually: 20%

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%.

B) Final paper: 40%
Students will select a case-study of contemporary international negotiation. The paper should provide the history of conflict, a critical assessment of the negotiation process and outcomes. Concluding remarks should offer a prescriptive analysis of the underlying dynamics of conflict and cooperation, while offering recommendations. Students should draw extensively on the theories and empirical evidence covered in the course. The final paper should consist of maximum 20 double-spaced pages (+ bibliography). The paper is due on 17 December 2008, and should be e-mailed to Dr. Daoudy latest before the start of class (with Ms. Dornschneider in copy). Except for cases of medical emergencies (with medical certificates), late papers will carry a penalty of 0.25 per day. Students will be graded on their capacity to apply the theories and concepts analyzed during the semester, reflect critically on the literature they have read and the in-class debates, while using creatively this material and additional research.

Final grades will reflect the level and quality of seminar participation, presentations of the readings and written assignments.

Readings
The required readings will be made available in a full package which can be purchased by students at Imprimerie Minute 
(www.imprimerie-minute.ch/iheid.htm). Two copies will be put on hold at the library, as well as two copies of the following reference book: Kremenyuk, Victor, ed., International Negotiation, Analysis, Approaches, Issues, 2nd ed., Jossey Bass, San Francisco, 2002.

COURSE OUTLINE

Sept. 17: Brief Introduction

PART I : THEORIES AND CONCEPTUAL TOOLS

Sept. 24: NEGOTIATION THEORY: HISTORY, DEFINITION CORE ELEMENTS AND MODELS (1)

Topics: 
Definition, nature, elements, schools of thought, phases, issues, conflict, cooperation

Readings:
Kremenyuk, V. “The Emerging System of International Negotiation”, in Kremenuyk ed., International Negotiation, 2nd ed., 2002, pp. 22-38.

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.
Lax, D., & Sebenius, J., The Manager as Negotiator, Bargaining for Cooperation and Competitive Gain, 1986, pp. 29-45.

Oct. 1: NEGOTIATION THEORY: HISTORY, DEFINITION CORE ELEMENTS AND MODELS (2)

Readings:
Sawyer, J., & Guetzkow, H., "Bargaining and Negotiation in International Relations", in Kelman, ed., International Behavior, A Social Psychological Analysis, New York, 1965, pp. 467-520.

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

Topics:
Integrative vs. distributive, pre-negotiation phase, multilateral negotiations

Invited Speaker:
Ms. Sibylle Vermont, Scientific Officer and leading negotiator, Global Affairs Section, Swiss Confederation

Readings:
Lax, D., & Sebenius, J., The Manager as Negotiator, Bargaining for Cooperation and Competitive Gain, 1986, pp. 154- 182.

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 

Topics :
National negotiating styles, communication, cultural differences

Readings:
Faure, G-O, "International Negotiation: The Cultural Dimension", in Kremenyuk, 2002, pp. 392-415.

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 

Topics:
Symmetry, asymmetry, power of the weak

Readings:
Lukes, S., "Power and the Battle for Hearts and Minds", Millenium, 33 (3), 2005, pp. 477-493.

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

Topics:
Mediation, two-level game, external actors

Readings:
Putnam, R., "Diplomacy and Domestic Politics: The Logic of Two-Level Games", International Organization, Summer 1988, pp. 427-460.

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

Topics:
Attitudes, issue- linkage, competitive strategies, cooperative strategies, threats, crises, turning points

Readings:
Lax, D., & Sebenius, J., The Manager as Negotiator, Bargaining for Cooperation and Competitive Gain, 1986, pp. 215- 241. 

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

Topics:
Stability of agreements, BATNA, costs of no-agreement

Readings:
Underdal, A., "The Outcomes of Negotiation", in Kremenyuk, 2002, pp. 110-125.

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

Readings:
Beriker-Atiyas, N., “Mediating Regional Conflicts and Negotiating Flexibility: Peace Efforts in Bosnia-Herzegovina”, in Druckman & Mitchell, eds., Flexibility in International Negotiation and Mediation, The Annals of the American Academy of Political and Social Science, November 1995, pp. 185-201.

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. 

Case-study: 
Ethnic conflict in Former Yugoslavia and the negotiations leading to the Dayton Agreements (1991-1995). 

Nov. 26: NEGOTIATING PEACE IN THE MIDDLE EAST (1)

Readings:
Cobban, H., The Israeli-Syrian Peace Talks, 1991-1996 and beyond, 1999, pp. 3957, 59-76, 129-150, 175-198.

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.

Case study:
The Peace Process between Israel and Syria (1991-2000).

Dec. 3: NEGOTIATING PEACE IN THE MIDDLE EAST (2)

Readings:
Shlaim, A. (2005), "The Rise and Fall of the Oslo Peace Process", in Fawcett, L., International Relations of the Middle East, Oxford University Press, pp.241-261.

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.

Case study:
The Peace Process between Israel and the Palestinians: the Oslo Agreement and after.  (1993-).

Dec. 10: MULTILATERAL TRADE NEGOTIATIONS

Invited Speaker:
Dr. Edwini Kessie, Counsellor, Council and Trade Negotiations Committee, World Trade Organization (WTO) on “Developments in the Doha Development Agenda Negotiations”.

Readings:
Crystal, J., "Bargaining in the Negotiations over Liberalizing Trade in Services: Power, Reciprocity and Learning", Review of International Political Economy, 10 (3), 2003: pp. 552-78.

Drahos, P., "When the Weak Bargain with the Strong: Negotiations in the World Trade Organizations", International Negotiation, 8, 2003: pp. 79-109. 

Case study:
Multilateral trade negotiations in the World Trade Organization (WTO): the Uruguay Round over the liberalization of trade in services and intellectual property rights.

Dec. 17 DOMESTIC AND INTERNATIONAL PROCESSES : MULTILATERAL ENVIRONMENTAL NEGOTIATIONS

Readings:
Bodansky, D., "The History of the Global Climate Change Regime", in Luterbacher & Sprinz, eds., International Relations and Global Climate Change, 2001, pp. 23-40.

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.

Case study:
The Kyoto Protocol negotiations for the establishment of a global climate change regime.