NCJ Number
99624
Editor(s)
D B Bendahmane,
J W McDonald
Date Published
1984
Length
92 pages
Annotation
Eight abridged papers from a 1983 Conference on international negotiation attempt to bridge the gap between the academic and the practitioner by discussing theories of negotiation, teaching techniques, and negotiation as practiced in Congress and foreign affairs.
Abstract
From a theoretical perspective, the first paper identifies key elements in an effective negotiation process, with attention to problem identification, turning points, and the role of conflict. A former congressman then describes negotiation as practiced by congressional committees, supporters of public works and agriculture legislation, and staff members. One author presents a model for training groups in negotiation and mediation skills, while another explores the relevance of domestic conflict models for international disputes. In the teaching area, papers outline a role-playing model used with graduate students and report the preliminary results of controlled research using teams of foreign nationals, students trained in negotiation, and businessmen to examine problems in cross-cultural negotiation. One author contends that more research into the theory of international negotiation is needed and illustrates this view with practical rules of thumb developed by his research. An analysis of steps leading to the negotiation of the Egypt-Israeli Peace Treaty concludes that the prenegotiation activities -- defining the problem and producing a commitment to negotiation -- are as important as the negotiation itself. Excerpts from the discussions that followed each presentation, the conference agenda, and approximately 100 references are included. (For individual papers, see NCJ 99625-30)