Abstract
Negotiation over conflicting interests and demands involves two separate but interacting dimensions. One dimension is given by the problem, which includes the content and the structure of the negotiation. The other dimension comes with the players, and it characterizes how the game is approached. This perspective offers a broader understanding of the negotiators’ behavior because it allows one to distinguish between the actual actors in negotiation and the role they are playing in the conflict. Consequently, there are two components of bargaining power, which Underdal [27] classifies as structural and behavioral, that have an influence on the negotiated agreement. Since the roles are part of the structure (i.e., the problem), structural bargaining power is what remains when the players of the game are exchanged. To what extent the structure affects the outcome, of course, depends on the players’ individual bargaining skills. However, if negotiators are similar in their skills—a situation one might expect in high-level negotiations—then the outcome of negotiation will be determined by the structure. Moreover, only knowledge of the game allows one to assess how well negotiators play and to appreciate the quality of their agreement—Is it fair? Is it satisfactory? Who won? and so forth. In order to give negotiators advice on how to achieve their desired outcome, one needs an analytical approach that is focused on the game (the problem), while at the same time acknowledging that it is being played by real players (the negotiators), who are interacting with one another in some way.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Ackoff RL (1978) The art of problem solving — accompanied by Ackoff’s fables. Wiley, New York, USA
Binmore K, Osborne MJ, Rubinstein A (1992) Noncooperative models of bargaining. In: Aumann RJ, Hart S (eds) Handbook of Game Theory. Vol. I, Elsevier Science Publishers, New York, USA
Brams SJ, Kilgour DM (2001) Competitive fair division. Journal of Political Economy 109:418–443
Brams SJ, Taylor AD (1996) Fair division, Cambridge University Press, Cambridge, MA, USA
Brams SJ, Taylor AD (1999) The win/win solution: guaranteeing fair shares to everybody. Norton, New York, USA
Faure GO, (2002) International negotiation: the cultural dimension. In Kremenyuk VA (ed) International negotiation: analysis, approaches, issues. 2nd edition, Jossey-Bass Publishers, San Francisco, CA, USA
Fisher R, Ury W (1981) Getting to yes. 2nd edition 1991, Business Books, London, UK
Gillespie JJ, Bazerman MH (1998) Pre-settlement settlement (PreSS): a simple technique for initiating complex negotiations. Negotiation Journal 14:149–159
Haake CJ, Raith MG, Su FE (2002) Bidding for envy-freeness — a procedural approach to n-player fair-division problems. Social Choice and Welfare 19:723–749
John R, Raith MG (2001) Optimizing multi-stage negotiations. Journal of Economic Behavior and Organization 45:155–173
Kalai E, Smorodinsky M (1975) Other solutions to Nash’s bargaining problem. Econometrica 43:513–518
Keeney RL, Raiffa H (1976) Decisions with multiple objectives. Wiley, New York, USA
Keeney RL, Raiffa H (1991) Structuring and analyzing values for multiple-issue negotiations. In: Young HP (ed) Negotiation analysis. University of Michigan Press, Ann Arbor, MI, USA
Knaster B (1946) Sur le problème du partage pragmatique de H. Steinhaus. Annales de la Société Polonaise de Mathématique 19:228–230
Raiffa H (1951) Arbitration schemes for generalized two-person games. University of Michigan, Engineering Research Institute, Report M720-1, R30
Raiffa H (1982) The art and science of negotiation. Harvard University Press, Cambridge, MA, USA
Raiffa H (1996) Lectures on negotiation analysis. The Program on Negotiation, Cambridge, MA, USA
Raiffa H, Richardson J, Metcalfe D (2002) Negotiation analysis. Harvard University Press, Cambridge, MA, USA
Raith MG (1999) The structure of fair-division problems and the design of fair-negotiation procedures. In: Garcia-Jurado I, Patrone F, Tijs S (eds) Game practice. Kluwer Academic Publishers, The Netherlands
Raith MG (2000) Fair-negotiation procedures. Mathematical Social Sciences 39:303–322
Schelling TC (1960) The strategy of conflict. 2nd edition 1980, Harvard University Press, Cambridge, MA, USA
Sebenius JK (1984) Negotiating the law of the sea. Harvard University Press, Cambridge, MA, USA
Sebenius JK (1992) Negotiation analysis: a characterization and review. Management Science 38:18–38
Spector BI (1997) Analytical support to negotiations: an empirical assessment. Group Decision and Negotiation 6:421–436
Steinhaus H (1948) The problem of fair division. Econometrica 16:101–104
Tindale CW (1999) Acts of arguing—A rhetorical model of argument. SUNY Press, New York, USA
Underdal A (1991) The outcomes of negotiation. In: Kremenyuk VA (ed) International negotiation: analysis, approaches, issues. 2nd edition 2002, Jossey-Bass Publishers, San Francisco, CA, USA
Winter E (1997) Negotiations in multi-issue committees. Journal of Public Economics 65:323–342
Young HP (1991a) Fair division. In: Young HP (ed) Negotiation analysis. University of Michigan Press, Ann Arbor, MI, USA, 25–45
Young HP (1991b) Negotiation analysis. In: Young HP (ed) Negotiation analysis. University of Michigan Press, Ann Arbor, MI, USA, 1–23
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2007 International Institute for Applied Systems Analysis
About this chapter
Cite this chapter
Raith, M.G. (2007). Procedural Design for Conflict Resolution. In: Avenhaus, R., Zartman, I.W. (eds) Diplomacy Games. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-68304-9_16
Download citation
DOI: https://doi.org/10.1007/978-3-540-68304-9_16
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-540-68303-2
Online ISBN: 978-3-540-68304-9
eBook Packages: Humanities, Social Sciences and LawPolitical Science and International Studies (R0)