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The Situational Levers of Negotiating Flexibility

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  • Daniel Druckman

    (National Research Council)

Abstract

The effects of a number of situational variables on decisions to be flexible or inflexible were explored in a simulation of an international negotiation on the regulation of gases contributing to the depletion of the ozone layer. Four negotiating-stage scenarios were created, each consisting of a particular combination of variables arranged into three experimental conditions. The experiment was run with two international samples, one consisting of scientists, the other of diplomats from different countries. The hypothesized differences among the conditions were obtained for both samples. Using a pair-comparisons format, participants were asked to judge the relative importance of the variables, within stages, in producing flexibility. Analyses of these judgments revealed trajectories of factors leading to agreement or to stalemate for both samples. These results were also compared with those obtained from a meta-analysis of earlier experiments examining similar variables. The simulation results, based on combined impacts of variables, were stronger than those obtained in the earlier experiments where variables were manipulated one at a time.

Suggested Citation

  • Daniel Druckman, 1993. "The Situational Levers of Negotiating Flexibility," Journal of Conflict Resolution, Peace Science Society (International), vol. 37(2), pages 236-276, June.
  • Handle: RePEc:sae:jocore:v:37:y:1993:i:2:p:236-276
    DOI: 10.1177/0022002793037002002
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    References listed on IDEAS

    as
    1. Hopmann, P. Terrence, 1978. "Asymmetrical bargaining in the conference on security and cooperation in Europe," International Organization, Cambridge University Press, vol. 32(1), pages 141-177, January.
    2. Hopmann, P. Terrence, 1974. "Bargaining in Arms Control Negotiations: The Seabeds Denuclearization Treaty," International Organization, Cambridge University Press, vol. 28(3), pages 313-343, July.
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    Cited by:

    1. Bertram Spector, 1997. "Guest Editor's Introduction: the Logic of Comparative Negotiation Analysis," Group Decision and Negotiation, Springer, vol. 6(5), pages 391-394, September.
    2. Daniel Druckman & Jennifer Martin & Susan Allen Nan & Dimostenis Yagcioglu, 1999. "Dimensions of International Negotiation: A Test of Iklé's Typology," Group Decision and Negotiation, Springer, vol. 8(2), pages 89-108, March.
    3. Daniel Druckman, 1997. "Dimensions of International Negotiations: Structures, Processes, and Outcomes," Group Decision and Negotiation, Springer, vol. 6(5), pages 395-420, September.
    4. Daniel Druckman & Ronald Mitterhofer & Michael Filzmoser & Sabine T. Koeszegi, 2014. "Resolving Impasses in e-Negotiation: Does e-Mediation Work?," Group Decision and Negotiation, Springer, vol. 23(2), pages 193-210, March.
    5. Daniel Druckman & Bennett Ramberg & Richard Harris, 2002. "Computer-Assisted International Negotiation: A Tool for Research and Practice," Group Decision and Negotiation, Springer, vol. 11(3), pages 231-256, May.

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