Premium
Rules and Strategy in Negotiations: Notes on an Institutionalist and Intentionalist Approach *
Author(s) -
MIDGAARD KNUT
Publication year - 1983
Publication title -
european journal of political research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.267
H-Index - 95
eISSN - 1475-6765
pISSN - 0304-4130
DOI - 10.1111/j.1475-6765.1983.tb00053.x
Subject(s) - negotiation , rationality , epistemology , process (computing) , sociology , positive economics , management science , law and economics , computer science , economics , social science , philosophy , operating system
Psychological factors and organizational phenomena play a significant role in negotiations. It is argued that a systematic study of negotiations requires a basic model which is. firstly, institutionalist in the sense that the rules which are constitutive and regulative of the negotiations are taken systematically into account, and, secondly, intentionalist in the sense that intended rationality is assumed. On the intentional aspect, a theoretical framework will be deficient if the strategic aspects are not taken systematically into account. A distinction is made between various types of negotiations, and these are used to illustrate the fruitfulness of game‐theoretic concepts. For the institutional aspect, a case is argued for the fruitfulness for the study of negotiations of the concept of ‘speech act’ as a basis for dealing with commitments in a more nuanced and systematic way: also discussed are official purpose, participants and their roles, time and place, rules of communication, ‘institutional speech act profile’, and procedural rules. The significance of organizing and preparing negotiations so as to increase the chance of a satisfactory process and outcome is emphasized.