Lecture 7: Process and timing Flashcards
What are the two main approaches to the negotiation process?
- Goal-Oriented: Focuses on how to maximize interests and achieve the best outcomes (Fisher & Ury 1981).
- Process-Oriented: A comprehensive model that considers past determinants and future orientation (Zartman & Berman 1982, Shell 1999).
What are the three phases of negotiation?
- Diagnostic Phase: Pre-negotiation, determining whether to negotiate.
- Formula Phase: Eliminating issues and understanding different interpretations of problems.
- Details Phase: Working through specifics and eliminating issues within the negotiations.
What are the stages in the sequence of negotiation?
- Preparation
- Exchanging information
- Opening and concession making
- Closing and commitment
What is prenegotiation?
Prenegotiation is the span of time and activities in which parties move from conflicting unilateral solutions to a joint search for cooperative solutions, ending when formal negotiations begin or are abandoned.
What are the phases of prenegotiation according to Saunders (1985)?
- Defining the problem
- Developing a commitment to negotiations
- Arranging the negotiations
What are the key issues to consider in prenegotiation?
- Who: Power and spoiler issues.
- Where: Neutral location and shifting locations.
- What: Agenda and order of issues.
- How: Use of mediators, plan B/C, and rules of negotiation.
Why is prenegotiation necessary?
- Risks: Less risky to explore negotiation as an option than committing fully.
- Costs: Tests reactions and explores potential costs.
- Support: Prepares domestic and international audiences.
- Alternatives: Finds creative solutions secretly.
- Participants: Decides who should be included and identifies spoilers.
- Bridges: Builds trust with mechanisms like ceasefires.
What key questions should be asked before entering negotiation?
- What do we propose to achieve?
- How do we go about achieving it?
- What if we fail?
What is ripeness theory in negotiation?
Ripeness theory suggests that negotiations are likely to succeed when a conflict is mature, characterized by a mutually hurting stalemate (MHS), a perception of a way out (WO), and mutually enticing opportunities (MEO).
What is a mutually hurting stalemate (MHS)?
MHS is a situation where neither party can win, and both are suffering, making the status quo unbearable and pushing parties towards negotiation.
What are the way out (WO) and mutually enticing opportunity (MEO)?
- WO: The perception that negotiation is a viable alternative to conflict.
- MEO: The perception that both parties will gain benefits from negotiating.
How can a sense of ripeness be fostered in negotiation?
- Assess existence and perception of MHS.
- Assess existence and perception of WO.
- Induce recognition of MHS, WO, and MEO.
- Ripen MHS and WO through diplomatic, economic, and military measures.
- Ripen attractiveness of negotiation (MEO) by reframing issues and determining prenegotiations.
What are the limits of ripeness theory?
- Ripeness is often recognized in hindsight.
- Overestimation can lead to failed negotiations.
- Ripeness is subjective and seen differently by each party.
- Encourages use of violence to induce negotiation readiness.
- Ripeness focuses on reaching agreements without addressing root causes of conflict.
Why is knowledge important in negotiation?
Knowledge of your own interests and resources, as well as the other party’s interests and resources, helps in making well-targeted concessions and demands, enhancing negotiation effectiveness.
What conditions indicate a conflict is mature (ripe) for negotiation?
Mutually hurting stalemate (MHS)
Perceived way out (WO)
Mutually enticing opportunity (MEO)
Valid spokespersons for each party
