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- Title
DIPLOMATIC NEGOTIATION STYLES.
- Authors
ATANASOVSKA, Evdokija
- Abstract
Most diplomatic negotiations are designed to represent the negotiation style which is impacted by the motivational orientation, as well as the interests, rights, and power models or approaches in the process of conflict or dispute resolution. The conflict behavior of disputing parties is determined by their power and incompatible interests involved in an essential contested situation with significant consequences. Therefore, negotiation is the best method used by the parties in an attempt to bridge their differences. They make concessions, which are determined by their own sense of possible gains and losses, until they reach a mutually acceptable agreement in the process of negotiation, while the negotiators constantly balance the fear of taking too little and the risk of a standstill. In encouraging the acceptance of compromise agreements, the principles of distributive justice are valuable because when negotiators acknowledge that what they receive is consistent with a principle that defines reasonable outcomes, they feel comfortable that they do not gain too little. Coercive bargaining, pragmatic statecraft, and reasoned dialogue are the diplomatic styles used by the decision makers in the negotiation process. They are chosen in a very predictable manner because they are result of different psychological motivations identified in ideological predispositions of decision makers. State leaders use a certain combination of diplomatic styles leading to interactions of a given character, so-called the dominant spirit of negotiations. And, regardless of the distribution of power and interests, it is the spirit of negotiations, that is, the value claiming or value creating, that has an impact on international outcomes. Both state leaders and diplomats need to have leadership skills, expertise, and ability to conduct efficient negotiations. Many studies have been conducted to identify and understand the basic cognitive and psychological processes that operate during the negotiations. Factors such as judgement, perception, emotion, communication, culture, power, interests, rights, and motivation have a strong impact on the negotiation style.
- Subjects
DISPUTE resolution; NEGOTIATION; MOTIVATION (Psychology); DISTRIBUTIVE justice; CONFLICT management; FEAR
- Publication
Vizione, 2023, Issue 40, p325
- ISSN
1409-8962
- Publication type
Article