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World Affairs Online
Beyond Problem-Solving and Bargaining: Genuine Debate in EU External Trade Negotiations
In: International negotiation: a journal of theory and practice, Band 11, Heft 3, S. 467-497
ISSN: 1571-8069
AbstractThis article suggests that existing negotiation theory, which is dominated by the two paradigms of 'bargaining' and 'problem-solving', does not capture some important characteristics of international negotiations. It is argued that 'genuine debate' encapsulated by Habermas's concept of 'communicative action', which has largely been ignored in the negotiation literature, furthers and complements our understanding regarding negotiators' rationale for action and the dynamics of international negotiations. The paper specifies five conditions conducive to genuine debate: (1) a strongly shared lifeworld among negotiators; (2) uncertainty and lack of knowledge; (3) technical or cognitively complex issues; (4) the presence of persuasive individuals; and (5) low levels of politicization. My hypotheses are probed through a case study of EU negotiations concerning the WTO basic telecommunications agreement. My findings imply that genuine debate may occur most likely in pre-negotiations and at the diplomatic level of negotiations. I also conclude that agreements arrived at through genuine debate tend to be more enduring than those reached by bargaining and problem-solving, and that communicative negotiators are vulnerable to those merely pretending to participate in genuine debate. My analysis also tentatively indicates what kind of arguments may be persuasive in genuine debate.
Beyond Problem-Solving and Bargaining: Genuine Debate in EU External Trade Negotiations
In: International negotiation: a journal of theory and practice, Band 11, Heft 3, S. 467-497
ISSN: 1382-340X
This article suggests that existing negotiation theory, which is dominated by the two paradigms of 'bargaining' & 'problem- solving,' does not capture some important characteristics of international negotiations. It is argued that 'genuine debate' encapsulated by Habermas's concept of 'communicative action,' which has largely been ignored in the negotiation literature, furthers & complements our understanding regarding negotiators' rationale for action & the dynamics of international negotiations. The paper specifies five conditions conducive to genuine debate: (1) a strongly shared lifeworld among negotiators; (2) uncertainty & lack of knowledge; (3) technical or cognitively complex issues; (4) the presence of persuasive individuals; & (5) low levels of politicization. My hypotheses are probed through a case study of EU negotiations concerning the WTO basic telecommunications agreement. My findings imply that genuine debate may occur most likely in pre- negotiations & at the diplomatic level of negotiations. I also conclude that agreements arrived at through genuine debate tend to be more enduring than those reached by bargaining & problem- solving, & that communicative negotiators are vulnerable to those merely pretending to participate in genuine debate. My analysis also tentatively indicates what kind of arguments may be persuasive in genuine debate. Tables, References. Adapted from the source document.
Between communicative action and strategic action: the Article 113 Committee1and the negotiations on the WTO Basic Telecommunications Services Agreement
In: Journal of European public policy, Band 11, Heft 3, S. 379-407
ISSN: 1466-4429
Between communicative action and strategic action: the Article 113 Committee and the negotiations on the WTO Basic Telecommunications Services Agreement
In: Journal of European public policy, Band 11, Heft 3, S. 379-407
ISSN: 1350-1763
Afghanistan: junge Hoffnung im Land der Ruinen
In: Pogrom: bedrohte Völker, Band 34, Heft 2/218, S. 16-36
ISSN: 0720-5058
Colavita, Evelina: In den Ruinen eines zerstörten Landes. Reisebericht. - S. 16-19
World Affairs Online