Negotiation as a Joint Decision-Making Process
Bibliographic Data
| ID | 6284192 |
|---|---|
| Authors | I William Zartman (0000-0002-5175-7893, corresponding author), William Zartman (Department of Politics New York University) |
| Year | 1977 |
| Volume | 21 |
| Issue | 4 |
| Pages | 619-638 |
| Publication date | 1977-12-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/002200277702100405 |
| OpenAlex | W2150223572 |
| Language | EN |
| Citations received | 24 |
Negotiation is one of a limited number of decision-making modes whose characteristics, taken as assumptions, are not compatible with most of the theoretical work on negotiation to date. The concession/ convergence approach has problems of symmetry, determinism, and power, but above all fails to reflect the nature of negotiation as practiced. Negotiators begin by groping for a jointly agreeable formula that will serve as a referent, provide a notion of justice, and define a common perception on which implementing details can be based. Power makes the values fit together in the package and timing is important to making the formula stick. The article provides examples from cases and experiments are discussed, including the results of a new survey of UN ambassadors using miniscenarios. Finally, the strengths and weaknesses of the formula/detail approach are assessed
Convergence (economics · Economic Justice · Economics · Epistemology · Law and economics · Management science · Mathematical economics · Microeconomics · Negotiation · Operations research · Perception · Political science · Power (physics · Process (computing · Referent · Sociology · Strengths and weaknesses · Work (physics · Computer Science · Conflict Management and Negotiation · Engineering · European and International Law Studies · Law · Mathematics · Psychology · Social Psychology
Impression Management in Bargaining
Sharing Responsibility through Joint Decision Making and Implications for Intimate-Partner Violence
Strategic adaptability in negotiation
Crisis management
Models of conflict, negotiation and third party intervention
Negotiation as a search for justice
Decision-Making Meets Negotiation
Containing Dialogue
Offsetting Audience Costs
Pursuing sustainability through multi-stakeholder collaboration
Nordic-Baltic Interaction in European Union Negotiations
Toward Appropriate Peace Research
Disarmament, Arms Control, and Peace in the Nuclear Age
Mere physical distance and integrative agreements
The state and interest groups in a framework of multi‐level decision‐making
Practitioners' Views of International Negotiation
Time to Agree
Argumentation in Foreign Policy Settings
Conjoint Analysis of Negotiator Preferences
Coordination and collaboration
Negotiating democracy with authoritarian regimes. EU democracy promotion in North Africa
Together in the middle
Peace Initiatives and Public Opinion
The Role of Communication in Bargaining
| Unique citing works | 24 |
|---|---|
| Citations per year | 0,49 |
| Citation span | 1977 - 2025 (49) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 24 |