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Examples of Diplomatic Behavior: Backroom-Bargaining and Negotiations

In: Power and Influence

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  • Deborah E. Lange

Abstract

Backroom-bargaining often takes on negative connotations because the public feels that it is not transparent, but secretive and may include bribery. However, most negotiations in many fields are not completely visible and, as explained earlier, it would be next to impossible to produce agreements in many cases if the public were allowed to scrutinize every aspect; too many issues are delicate or controversial and cannot be discussed in an open manner due to many types of sensitivities. In this chapter, I am going to provide many example stories in both the international diplomatic realm and other areas. The former types of narratives provide a real-world feel for what is actually going on underneath the theory and empirical work; the latter types of accounts demonstrate the wide applicability of the cooperative theoretical concepts. Analogous bargaining situations and processes arise in management and elsewhere such that this work is highly generalizable.

Suggested Citation

  • Deborah E. Lange, 2010. "Examples of Diplomatic Behavior: Backroom-Bargaining and Negotiations," Palgrave Macmillan Books, in: Power and Influence, chapter 0, pages 121-135, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-11554-5_8
    DOI: 10.1057/9780230115545_8
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