Reflections on Soviet and American Negotiating Behavior

Kertesz, Stephen D.

doi:10.1017/s0034670500010147

Rev Pol

1957

DOI: 10.1017/s0034670500010147

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Reflections on Soviet and American Negotiating Behavior

Stephen D. Kertesz¹

Abstract: Negotiation, the essential activity of diplomats, is an important phase in the process of shaping and executing foreign policy.* “Il faut négocier, négocier et toujours négocier,” suggested Talleyrand. Sir Harold Nicolson has even expressed the wish that the word “negotiation” be substituted for the word “diplomacy” because of the disagreeable flavor of the latter to many people. Success or failure of foreign policy is greatly influenced by the skill of negotiators, whose behavior can be more important for the… Show more

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1959

1966

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“…For example,Iklé,Levine (1963),Liska (1962),Schelling (1960),Vatcher (1958),Kertesz (1957), Nogee (1960), andPruitt (1962).at Purdue University on June 24, 2015 jcr.sagepub.com Downloaded from…”

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A suggested model of international negotiation

Randolph

1966

Journal of Conflict Resolution

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The literature on international bargaining offers many books and articles on how nations come to engage in a bargaining interaction, on the process of bargaining, and on the various kinds of outcomes.l Little attention has been given, however, to two aspects of bargaining which are crucial to a successful outcome (an agreement which is implemented). These are: ( 1 ) the relationships among elements in the phases of bargaining which are conducive to reaching an enforceable agreement, and (2) the elements in bargaining which are helpful in en f orcing the agreement. These aspects are perhaps more distinct than appears at first glance, but they are also interrelated, since the second depends on the first.Lack of attention to implementation problems and to the stages or phases of negotiation has produced theories of bargaining which are incomplete and often incompatible. If the theorist's emphasis is on elements that are helpful in keeping negotiations moving, he may overlook those qualities which other theorists feel are necessary to reaching an agreement. If he is mainly interested in qualities helpful to coneluding an agreement, he may concentrate on methods of consensus-building which are detrimental to what other theorists see as requirements for enforceability.The first part of this study describes several incompatibilities among the phases of international bargaining which must be resolved if we are to achieve a comprehensive theory of international negotiation, including the successful outcome defined above. The second part contains a model of international negotiation which attempts to resolve the incompatibilities. The aim of the model is to suggest elements in negotiation which aid the movement of the bargaining through all its phases, including the terminal one of enforcing the agreement.

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A suggested model of international negotiation

Randolph

1966

Journal of Conflict Resolution

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Diplomacy in the Atomic Age: Part I

Kertesz¹

1959

Rev Pol

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Diplomacy in the broadest sense is the conduct of foreign relations between politically independent entities through bilateral negotiations, multilateral conferences, or through the forum of multilateral organizations. Although modern means of transportation and communication have greatly diminished the importance of distances and boundaries, for a long time to come man will continue to live in separate political units called states. And in the foreseeable future, inter-state relations will be handled through foreign policy, the executive agents of which are diplomats.

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Reflections on Soviet and American Negotiating Behavior

Cited by 2 publications

References 3 publications

A suggested model of international negotiation

A suggested model of international negotiation

Diplomacy in the Atomic Age: Part I

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