Premium
Causes of Negotiation ‘Failure’ *
Author(s) -
UNDERDAL ARILD
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.tb00055.x
Subject(s) - negotiation , politics , process (computing) , political science , section (typography) , law and economics , positive economics , sociology , public relations , business , economics , computer science , law , operating system , advertising
Noting that international negotiations occasionally fail to tap the full integrative potential of the issues in question, the author discusses four major obstacles to negotiation success: uncertainty, inaccurate information, process‐generated stakes, and politically inadequate models for the design of substantive solutions. In a final section, the author briefly considers three pieces of ‘political technology’ that research in political science can contribute towards overcoming these obstacles.