Dimensions of International Negotiation: A Test of Iklé's Typology

Daniel Druckman, Jennifer Martin, Susan Allen Nan and Dimostenis Yagcioglu
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Daniel Druckman: Institute for Conflict Analysis and Resolution, George Mason University
Jennifer Martin: Institute for Conflict Analysis and Resolution, George Mason University
Susan Allen Nan: Institute for Conflict Analysis and Resolution, George Mason University
Dimostenis Yagcioglu: Institute for Conflict Analysis and Resolution, George Mason University

Group Decision and Negotiation, 1999, vol. 8, issue 2, No 1, 89-108

Abstract: Abstract Results from statistical analyses of 30 cases of international negotiations supported Iklé's typology of negotiating objectives. The cases, sampled from the collection of Pew Case Studies in International Affairs, were distinguished in terms of five objectives: innovation, redistribution, extension, normalization, and side effects. In addition, a sixth objective was identified: negotiations concerning the creation of multilateral regimes. These cases focused on issues that surfaced on the international agenda during the 1980s. Each type had a relatively distinct profile based on such aspects of negotiation as the number of parties and issues, bargaining strategies, media exposure, stability of the process, and types of outcomes. The methodology contributes to the state-of-the art in comparative analysis and the results have implications for the development of middle-range theories of negotiation. They also contribute to practice, by enabling negotiators to evaluate future cases in terms of knowledge about past cases.

Keywords: comparative analysis; international negotiations; multidimensional scaling; negotiating objectives; Pew case studies; profiles of negotiation (search for similar items in EconPapers)
Date: 1999
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DOI: 10.1023/A:1008650509008

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