Publication
Jun 2005
This article considers bargaining strategies used by government negotiators in the context of bilateral trade disputes. The author argues that officials reach the most durable agreements by using an integrative or value-creating strategy, and by avoiding the use of threats. At the same time the paper explains that by contrast, a highly distributive, value-claiming strategy coupled with loud public threats, is unlikely to result in durable agreements and frequently leads to deadlocked negotiations.
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English (PDF, 67 pages, 693 KB) |
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Author | Deborah Elms |
Series | RSIS Working Papers |
Issue | 83 |
Publisher | S. Rajaratnam School of International Studies (RSIS) |
Copyright | © 2005 Institute of Defence and Strategic Studies (IDSS) |