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Political negotiations: characteristics and related performance disincentives

Political negotiations: characteristics and related performance disincentives The media, private citizens and other stakeholders regularly appraise political negotiations, but the character of these negotiations and the reasons for outcomes are little understood. The purpose of this conceptual paper is to discuss this character and explore its implications.Design/methodology/approachThis is a conceptual paper. The author carried out a literature review and used his experiences in supervising political negotiation simulations.FindingsThe author argues that political negotiations have several specific characteristics that distinguish them from other kinds of negotiations. Political negotiations, for instance, tend to address often rather fuzzy public interests, involve value conflicts or are simultaneously performed “on stage” and “behind the scenes.” These characteristics may matter, as they can provide structural disincentives to negotiators, who might be tempted to focus on selling outcomes rather than on improving them (“saleability-oriented negotiating”). Hence, the author argues that political negotiators and their stakeholders face the challenge that political contexts may foster weak negotiation performances.Practical implicationsThe author proposes an approach to political negotiations’ training that takes the findings of this paper into consideration.Originality/valueThis paper is the first, to the best of the author’s knowledge, to provide a detailed characterization of political negotiations and to discuss related implications. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Conflict Management Emerald Publishing

Political negotiations: characteristics and related performance disincentives

Ade, Valentin
International Journal of Conflict Management , Volume 30 (3): 20 – Aug 20, 2019
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Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
1044-4068
DOI
10.1108/ijcma-06-2018-0080
Publisher site
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Abstract

The media, private citizens and other stakeholders regularly appraise political negotiations, but the character of these negotiations and the reasons for outcomes are little understood. The purpose of this conceptual paper is to discuss this character and explore its implications.Design/methodology/approachThis is a conceptual paper. The author carried out a literature review and used his experiences in supervising political negotiation simulations.FindingsThe author argues that political negotiations have several specific characteristics that distinguish them from other kinds of negotiations. Political negotiations, for instance, tend to address often rather fuzzy public interests, involve value conflicts or are simultaneously performed “on stage” and “behind the scenes.” These characteristics may matter, as they can provide structural disincentives to negotiators, who might be tempted to focus on selling outcomes rather than on improving them (“saleability-oriented negotiating”). Hence, the author argues that political negotiators and their stakeholders face the challenge that political contexts may foster weak negotiation performances.Practical implicationsThe author proposes an approach to political negotiations’ training that takes the findings of this paper into consideration.Originality/valueThis paper is the first, to the best of the author’s knowledge, to provide a detailed characterization of political negotiations and to discuss related implications.

Journal

International Journal of Conflict Management – Emerald Publishing

Published: Aug 20, 2019

Keywords: Politics; Negotiation; Disincentives; Negotiation mind-sets; Saleability-oriented negotiating

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