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CHAPTER 1: INTRODUCTION AND DISQUISITION, LÓPEZ LUNA VALERIA ILEANA …
CHAPTER 1: INTRODUCTION AND DISQUISITION
Negotiation
Situational activity
Decision making mechanism
Started in XIX Century
Factors of negotiation
Power
Phsycological
Game theoretical
Tools of negotiation
facilitation
mediation
arbitration
adjudication
warfare
Existence of negotiation
Justice background
Ensure of implementation of negotiations
International negotiation
Exploration
Selection
Bargaining
Architechture of International negotiation
Study
Academics and practitioners
Not understandig aas a behaviour
Need to be effective
Negotiation ar an art
Researchers
Academic research and organisation
Problem
Practicators and researchers are never together
Trainers
Formal study of negotiation
Parties and interests
Interests
Diplomats or civl servants
Polititians
Cooperation strategy
Competing approach
Neutral interes
Negotiation between states
Diplomatical
Political
MBS Mutual Beneficial Statement
Ensure of paceful situations
Control of allies
Context changing
Process and power
Settlement
Synthesis of interests
Sinergy of interests
Compromise and Compensation
Phases of negotiation
Preparing and diagnosis
Information
Searching for formulations
Bargaining
Drafting of all the details
Power
Components
Power of conduct
Origin in negotiator
Structural power
State being represented
Comparative power
power that belongs to the state regarding issues being negotiated
internal source of power
balance in sources
relevance of issues
The direction in which the negotiation process is moving
Equal powers are not effective
Approaches to international negotiation
Negotiation both art and science
Art
Gift from nature and culture
Science
Negotiation can be learned an taught
System
Systemic factor connecting negotiation processes
Negotiation Successive stages
Preliminary contacts
Multi stare negotiations
Face to face negotiations
Theoretical approaches
Strategic
Learnign
Decision making
Psychological
Adjustment
Strategy in negotiation
Contending
Problem solving
Yielding
Favourable climate
Structural approach
Bargaining in bilateral negotiation
Actors
Flexible
Sensitive
Patient
Tenacious
Inventive
Approaches from other sources
Tactics
Credibility
Manipulation
Reducing uncertainity
Fomulas before details
Timing
Situation ripe for negotiation
Two/ multilevel games
Internal and external negotiation
Social relations
Focus on research
LÓPEZ LUNA VALERIA ILEANA 4NV8