ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00073.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00074.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00075.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

摘要:

Bargaining in the international arena is intrinsically positional. Negotiators are often instructed by their governments not to improvise or explore new options when they meet with their counterparts—even though the invention of additional tradeoffs or packages might well produce “better” results for all sides. This article describes an approach that we call “parallel informal negotiation” which encourages a collaborative effort between contending groups that were officially not even allowed to interact: international trade and environment poli

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00076.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

摘要:

This article presents a new approach to managing conflict in divided societies and describes how it is being implemented in Tajikistan. This approach involves two interrelated strategies: (1) a five‐stage unofficial dialogue process aimed at probing the dynamics of the conflictual relationships among the parties and designing a sequence of interactive steps to changing the relationships; and (2) a civil society strategy aimed at building institutions of civil society that transcend the traditional divisions in the societ

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00077.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

摘要:

This article analyzes the coalition‐building tactics employed by the Bush administration during the Persian Gulf crisis of 1990–91. To provide a basis for generalization to other situations, we have developed a conceptual framework for understanding sources of power in coalition building. This framework draws upon research in the social psychology of persuasion, mass communications and negotiation analysis. While the actions of the Bush administration during the Persian Gulf crisis provide a “text‐book” case for applying our conceptual framework, we believe that it could be employed much more broadly to analyze the efforts of leaders to effect political and organization

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00078.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

摘要:

The authors argue that much of the conventional wisdom about mediation is based on the concept of neutrality—a concept difficult to operationalize. They replace this approach with the goal of providing Symmetric Prescriptive Advice (SPA). SPA is based on Raiffa's decision theoretic approach to negotiation and mediation, coupled with an analysis of common cognitive errors that occur in mediation. SPA requires mediators to: (1) only push for agreements when a positive bargaining zone exists; (2) search for fully efficient agreements; and (3) help the parties think through the issue of fairnes

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00079.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

摘要:

A dominating orientation is commonly viewed as an impediment to integrative negotiation. However, a study of Norwegian and American negotiators shows that a dominating orientation may, in fact, enhance the integrative nature of some negotiations under certain circumstances. Implications for managers and negotiation trainers are discussed.

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00080.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00081.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY

ISSN:0748-4526    

DOI:10.1111/j.1571-9979.1996.tb00082.x

出版商:Blackwell Publishing Ltd    

年代:1996

数据来源: WILEY