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Dimensions of International Negotiation: A Test of Iklé's Typology

Author

Listed:
  • Daniel Druckman

    (Institute for Conflict Analysis and Resolution, George Mason University)

  • Jennifer Martin

    (Institute for Conflict Analysis and Resolution, George Mason University)

  • Susan Allen Nan

    (Institute for Conflict Analysis and Resolution, George Mason University)

  • Dimostenis Yagcioglu

    (Institute for Conflict Analysis and Resolution, George Mason University)

Abstract

Results from statistical analyses of 30 cases of international negotiations supported Iklé's typology of negotiating objectives. The cases, sampled from the collection of Pew Case Studies in International Affairs, were distinguished in terms of five objectives: innovation, redistribution, extension, normalization, and side effects. In addition, a sixth objective was identified: negotiations concerning the creation of multilateral regimes. These cases focused on issues that surfaced on the international agenda during the 1980s. Each type had a relatively distinct profile based on such aspects of negotiation as the number of parties and issues, bargaining strategies, media exposure, stability of the process, and types of outcomes. The methodology contributes to the state-of-the art in comparative analysis and the results have implications for the development of middle-range theories of negotiation. They also contribute to practice, by enabling negotiators to evaluate future cases in terms of knowledge about past cases.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:grdene:v:8:y:1999:i:2:d:10.1023_a:1008650509008
    DOI: 10.1023/A:1008650509008
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    References listed on IDEAS

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    1. Harold Guetzkow, 1957. "Isolation and collaboration: a partial theory of inter-nation relations," Journal of Conflict Resolution, Peace Science Society (International), vol. 1(1), pages 48-68, March.
    2. Lincoln P. Bloomfield & Robert Beattie, 1971. "Computers and policy-making: the CASCON experiment," Journal of Conflict Resolution, Peace Science Society (International), vol. 15(1), pages 33-46, March.
    3. Daniel Druckman, 1993. "The Situational Levers of Negotiating Flexibility," Journal of Conflict Resolution, Peace Science Society (International), vol. 37(2), pages 236-276, June.
    4. Daniel Druckman, 1997. "Dimensions of International Negotiations: Structures, Processes, and Outcomes," Group Decision and Negotiation, Springer, vol. 6(5), pages 395-420, September.
    5. Lillian Randolph, 1966. "A suggested model of international negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 10(3), pages 344-353, September.
    6. Daniel Druckman & Benjamin J. Broome & Susan H. Korper, 1988. "Value Differences and Conflict Resolution," Journal of Conflict Resolution, Peace Science Society (International), vol. 32(3), pages 489-510, September.
    7. G. Matthew Bonham, 1971. "Simulating international disarmament negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 15(3), pages 299-315, September.
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    Cited by:

    1. Marc Buelens & Mieke Woestyne & Steven Mestdagh & Dave Bouckenooghe, 2008. "Methodological Issues in Negotiation Research: A State-of-the-Art-Review," Group Decision and Negotiation, Springer, vol. 17(4), pages 321-345, July.
    2. Daniel Druckman, 2001. "Turning Points in International Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 45(4), pages 519-544, August.

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