Negotiation as a Management Process
Bibliographic Data
| ID | 6410262 |
|---|---|
| Authors | Gilbert R Winham (Dalhousie University, corresponding author) |
| Year | 1977 |
| Volume | 30 |
| Issue | 1 |
| Pages | 87-114 |
| Publication date | 1977-10-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | World Politics (JOURNAL) |
| Journal identifiers | ISSN: 0043-8871 • E-ISSN: 1086-3338 |
| Publisher | Project MUSE (PUBLISHER • US) |
| DOI | 10.2307/2010076 |
| OpenAlex | W2006390226 |
| Language | EN |
| Citations received | 35 |
| References cited | 15 |
Modern international negotiation is evolving toward a managerial process and away from a classical dispute-settlement procedure. Negotiation between governments is becoming the functional equivalent of bureaucracy within governments, and it is designed to increase orderly decision making and reduce uncertainty in the international society. Theories of bargaining and diplomatic representation are less useful in understanding modern large-scale negotiation than are theories about the management of information, or theories about how individuals develop common perceptions in complex situations. Concepts that help to explain modern negotiation are: problem-solving search, which emphasizes the development of relationships or hierarchies in complex data; programmed operations, which emphasize the tedious trial-and-error process of building agreement; and final agreement, which emphasizes the reformulation of problems
Bureaucracy · Business · Economics · Epistemology · Knowledge management · Law and economics · Management science · Negotiation · Negotiation theory · Perception · Political science · Politics · Process (computing · Process management · Representation (politics · Scale (ratio · Settlement (finance · Computer Science · Conflict Management and Negotiation · Law
International Pecking Orders
BIMSTEC at a Crossroads
Democracy vs. Efficiency
Is International Coercion Waning or Rising
The Making of the Inter-American Democratic Charter
Tools for Managing Complex Negotiations
Negotiations on Arms Control
Containing Dialogue
Can Asean offer a useful model? Chairmanship in decision-making by consensus
The EU in multilateral arms negotiations
The Canada‐European community long term fisheries agreement
Obtaining International Environmental Protection through Epistemic Consensus
Lessons from the Gulf War
Opaque proliferation and the fate of the non‐proliferation regime
Cultural Perspectives on International Negotiations
International Policy Co-Ordination and Public Management Reform
Tools for Good Governance
Conflict and Cooperation
Negotiating by Consensus
The Dynamics of Centre-Periphery Relations
Structure' and `Agent' in Institutional Bargaining
Cognition and International Negotiation
The EU Negotiates Climate Change
Deadlocks in International Negotiations
Negotiation in the European Union
Bargaining Power in the European Council
The Outcomes of International Trade Conflicts
Bargaining, Enforcement, and International Cooperation
Argumentation in Foreign Policy Settings
ExplainingEUEffectiveness in Multilateral Institutions
Getting to the Table and Getting to Yes
The Power of the Chair
Causes of Negotiation ‘Failure
The woods and the trees
Agreement and Breakdown in Negotiation
A behavioral theory of labor negotiations
The Cybernetic Theory of Decision
Sociological theories in progress
The Functions of Social Conflict
Fights, Games, and Debates
Process and Outcome of Negotiations
The Causal Texture of Organizational Environments
How Kissinger Did It
The “Satisfied” and “Dissatisfied” States Negotiate International Law
Political negotiation as a process of modifying utilities
An introduction to cybernetics
The Economics of Bargaining
| Unique citing works | 35 |
|---|---|
| Citations per year | 0,71 |
| Citation span | 1977 - 2024 (48) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 34 |