Galia ir derybos

In: Politologija, Heft 1, S. 26-54

Abstract

Regardless of the popular wisdom to make predictions in negotiations as if they always reflect the right according to the Bible -- that "to every one who has will more be given" -- this article starts with observation that weaker parties can & do sometimes successfully negotiate with stronger parties. Naturally this provokes questions: "Why can weak parties successfully negotiate with the stronger parties in asymmetric negotiations? How to explain this structural paradox?". The article argues that these questions would be old & answered if not for the long lasting tendency in the international relations discipline to analyze international negotiations from the point of view of the traditional power understanding, as well as systemic international relations theories. On another hand, difficulties objectively arise due to the fact that analysis of the structural paradox is connected to the problem of power -- one of the most complex & difficult to define categories of the social science. And although much has been done recently in the social science to improve our understanding of the concept of power, it is still unclear what is the best way to conceptualize it. Detaching the notion of power from resources, in this article power is associated to the structure of negotiation, comprising of number of parties, interests, resisting points & possible zone of agreements, thus leaving the concept of power open to much more detail & accurate analysis. Having said that the structural analysis does not renounce the importance of resources all in all since every negotiation begins with a certain distribution of actor characteristics that are given. However, important are only the issue related characteristics. Moreover, as the structural model of analysis demonstrates, power is not a constant. The structural characteristics can be "photographed" at the beginning but may change during the process. In addition, the structure may be manipulated that in turn indicates that power is also a matter of perception. Perception mediates objective negotiating structure, although reality imposes certain limits on the implication of perceptions. The structural model of analysis permits to make the following propositions about power. The lower value that a party to a negotiation assigns to its resistance point, the less power it will have, because: The more it will perceive a negotiated agreement primary in terms of the gains it offers over the non-agreement alternative as well as other factors that shape the resistance point; The more risk averse it will be to achieve those gains; The more willing it will be to make concessions. Conversely, the higher value that a party to a negotiation assigns to its resistance point, the more power it will have, because: The more it will perceive a negotiated agreement primary in terms of the loss it entails as compared to the non-agreement alternative and other factors that shape the resistance point; The more risk seeking it will be to avoid those losses; The more it will be to withhold concessions. Adapted from the source document.