Concepts and Principles of Negotiation

Ariel Dinar, Jessica Bradford, Edgar Castelan, Jorge Gavino, Jacquelyn González, Adam Jantz, Yang Li, Fortino Morales and Michael Parmer

Chapter 4 in Lecture Notes in Global-Local Policy Interactions, 2022, pp 53-74 from World Scientific Publishing Co. Pte. Ltd.

Abstract: In this chapter, we discuss and demonstrate Concepts and Principles of Negotiation. We will cover basic negotiation issues, such as two-party negotiating over one issue; two-party negotiating over several issues; and many parties negotiating over many issues, which is common in international negotiations over policies. Concepts discussed will include: concessions, reservation value, zone of agreement; issue linkage; best alternative to a negotiated agreement, and the problems faced by the negotiating parties as the number of negotiators increases.We will review how negotiations are made in the context of a global policy (using examples of the free trade agreements concept of the ‘rounds’, and the climate change negotiations concept of the ‘conferences of the parties’ (COP)).

Keywords: Globalization; Global Policies; Local Policies; Conflict; Negotiation; Cooperation; Climate Change; Water; Terrorism; Ozone Layer; Anti-personnel Mines; Desertification; Tobacco Control (search for similar items in EconPapers)
JEL-codes: F64 F68 Q5 Q58 (search for similar items in EconPapers)
Date: 2022
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