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Concepts and Principles of Negotiation

In: Lecture Notes in Global-Local Policy Interactions

Author

Listed:
  • Ariel Dinar
  • Jessica Bradford
  • Edgar Castelan
  • Jorge Gavino
  • Jacquelyn González
  • Adam Jantz
  • Yang Li
  • Fortino Morales III
  • Michael Parmer

Abstract

In this chapter, we discuss and demonstrate Concepts and Principles of Negotiation. We will cover basic negotiation issues, such as two-party negotiating over one issue; two-party negotiating over several issues; and many parties negotiating over many issues, which is common in international negotiations over policies. Concepts discussed will include: concessions, reservation value, zone of agreement; issue linkage; best alternative to a negotiated agreement, and the problems faced by the negotiating parties as the number of negotiators increases.We will review how negotiations are made in the context of a global policy (using examples of the free trade agreements concept of the ‘rounds’, and the climate change negotiations concept of the ‘conferences of the parties’ (COP)).

Suggested Citation

  • Ariel Dinar & Jessica Bradford & Edgar Castelan & Jorge Gavino & Jacquelyn González & Adam Jantz & Yang Li & Fortino Morales III & Michael Parmer, 2022. "Concepts and Principles of Negotiation," World Scientific Book Chapters, in: Lecture Notes in Global-Local Policy Interactions, chapter 4, pages 53-74, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789811248177_0004
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    More about this item

    Keywords

    Globalization; Global Policies; Local Policies; Conflict; Negotiation; Cooperation; Climate Change; Water; Terrorism; Ozone Layer; Anti-personnel Mines; Desertification; Tobacco Control;
    All these keywords.

    JEL classification:

    • Q5 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Environmental Economics
    • Q58 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Environmental Economics - - - Environmental Economics: Government Policy
    • F64 - International Economics - - Economic Impacts of Globalization - - - Environment
    • F68 - International Economics - - Economic Impacts of Globalization - - - Policy

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