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Negotiation

About: Negotiation is a research topic. Over the lifetime, 13698 publications have been published within this topic receiving 239864 citations.


Papers
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Journal ArticleDOI
TL;DR: In this paper, the authors propose a theory of ratification in the context of domestic political games and international political games, which is applicable to many other political phenomena, such as dependency, legislative committees, and multiparty coalitions.
Abstract: Domestic politics and international relations are often inextricably entangled, but existing theories (particularly “state-centric” theories) do not adequately account for these linkages. When national leaders must win ratification (formal or informal) from their constituents for an international agreement, their negotiating behavior reflects the simultaneous imperatives of both a domestic political game and an international game. Using illustrations from Western economic summitry, the Panama Canal and Versailles Treaty negotiations, IMF stabilization programs, the European Community, and many other diplomatic contexts, this article offers a theory of ratification. It addresses the role of domestic preferences and coalitions, domestic political institutions and practices, the strategies and tactics of negotiators, uncertainty, the domestic reverberation of international pressures, and the interests of the chief negotiator. This theory of “two-level games” may also be applicable to many other political phenomena, such as dependency, legislative committees, and multiparty coalitions.

6,155 citations

Book
01 Jan 1982
TL;DR: In this article, the authors present an overview of the history of the Panama Canal Negotiations and discuss the role of time, risk sharing, and third-party intervention in these negotiations.
Abstract: Prologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index

2,589 citations

Book
01 Jan 1981

1,306 citations

Journal ArticleDOI
TL;DR: A formal model of negotiation between autonomous agents is presented, based on computationally tractable assumptions, demonstrated in the domain of business process management and empirically evaluated.

1,232 citations


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Performance
Metrics
No. of papers in the topic in previous years
YearPapers
20244
20233,348
20227,099
2021324
2020397
2019485