An essay on bargaining, Prove d'esame di Scienza Politica

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Science of International Politics

Stéphanie Novak, University Ca’ Foscari

What is bargaining?

*IN = international negotiations

Outline

• What is positional bargaining? (Fisher and Ury)
• What is bargaining power? (Schelling)

Roger Fischer and William Ury, Getting to Yes. Negotiating agreement without giving in

• Trieste, 1954
• Sadat in Jerusalem, 1977 (28)
• One-text procedure and Camp David, 1978 (118)

• Criticism of positional bargaining

Criticism of positional bargaining

• Inefficient
• Endangers the relationship with the other negotiators
• Leads to deadlock in IOs and multilateral settings

• Principled negotiations

• Positions differ from interests

Definitions

• Interests define the problem
• Interests = silent movers behind the hubbub of positions.
• Your position: what you have decided on.
• Your interests: what caused you to so decide.

Complexity of interests

• Each side has multiple interests.
• Most powerful interests = basic human needs: Security, economic well-being, sense of belonging, recognition, control over one’s life.
• Principled negotiations:
• Talk about your interests
• Be hard on your interests, soft with people

• 2. What is bargaining power?
• T. Schelling, “An Essay on Bargaining”, Strategy of Conflict , 1960.

Definition of bargaining

• Exchange of credible threats and promises

Components of bargaining:

• Perception of the other and Expectations
• Threats and promises  credible commitments
• Concessions
• Outcomes

Power of weakness and self-binding

• Power of weakness : paradox
• Originality of this df of power

How to make oneself weak?

 Self-binding allows to make credible threats and promises (ie credible commitments ).

Common features of ex. of self-binding (28)

• Not only about committing, but also communicating persuasively
• Not easy to establish the commitment
• Possibility of commitment available to both sides
• But not equally available to both sides
• Risk of stalemate