DHP D220

THE PROCESSES OF INTERNATIONAL NEGOTIATION

Professor Jeswald W. Salacuse
The Fletcher School of Law and Diplomacy

Tufts University
Mugar 250E
Telephone: 617-627-3633
Fax: 617-627-3871
E-mail: jeswald.salacuse@tufts.edu
Web: http://fletcher.tufts.edu/salacuse		 Spring 2002


This course explores the processes, rather than specific substantive issues, of international negotiation and dispute resolution. It is divided into the following parts:

  1. The Nature of Conflict in The International Arena
  2. The Nature of Negotiation
  3. Getting To the Table: Prenegotiation
  4. Preparing for Negotiation
  5. The Negotiations Proper: Power, Strategies, and Tactics
  6. Gender and Personality
  7. The Impact of Culture
  8. Follow-Up, Implementation, and Renegotiation
  9. Agents In Negotiation
  10. Multilateral Negotiation
  11. Third Party Intervention: International Arbitration
  12. Third Party Intervention: International Mediation

Class Meetings: Wednesday, 2:45-4:45 p.m.   Saturday, April 6, 2002

Office Hours: Wednesday and Thursday 10:00 a.m. - 12:00 p.m. by sign-up sheet. At other times, by appointment.

Requirements: The Seminar has three principal requirements:

(1) Written Analysis (50% of grade)

   Two short analytic papers

Paper #1 will consist of a conflict analysis of a current international conflict of your choosing, drawing on relevant negotiation literature and theory. A handout will be provided which will give guidelines for the analysis. It will include identifying primary and secondary parties, positions, interests, options, BATNAs, etc. This first paper will be due on Wednesday, March 13 and may not exceed 4000 words in length.

Paper #2 will be a strategy briefing for one of the parties in the conflict you have analyzed. In the briefing, you will be providing advice as to how that party should proceed with the negotiation, given the data in the conflict analysis. It should also include attention to preparation, power dynamics, culture and gender issues where relevant, and coalitions. This second paper will be due on Friday, April 26 and may not exceed 4000 words in length.

OR

   Substantial research paper

A research paper of not more than 8000 words in length that examines a particular example of international negotiation, with special attention to the processes at work. The task is to identify an appropriate historical or current instance of international conflict, and - using the materials of the seminar - to analyze the reasons why it was or was not settled. If a "successful" negotiation is chosen, the paper might reasonably focus on the reasons for this success and the critical turning points, as well as missed opportunities that might have led to an even more successful outcome. If the paper's focus is a "failed" negotiation, then the analyst should consider the reasons for this failure, and possible missed opportunities - including ways in which an outside intervenor might have been able to lend assistance. Illustrations of excellent student papers in past years can be found in Negotiation Journal, 1990, 6:4, 315-381, in special section entitled, "Negotiation processes at work: Lessons from four international cases." Copies of this issue of the journal have been placed on reserve for your convenience.

On February 13, students should submit to the instructor for preliminary approval a one or two paragraph description of the topic proposed for analysis. On March 13, a two-page outline and preliminary bibliography of the proposed paper is due. The final paper will be due on Friday, April 26.

(2) Journal (25% of grade).

Each week, beginning with the third of class period (January 30) and ending with the ninth class. (March 27), students are required to submit a written journal entry. The journal provides an opportunity for participants to reflect on, as well as share with the instructor, key ideas developed in the seminar. Each entry should be approximately two double-spaced typewritten pages in length, and should address one or more of the following: questions that students have about material based on the readings and/or class discussion; areas of disagreement; ideas that are deemed to be particularly salient; and, most importantly, areas of application of seminar ideas to international negotiation.

(3) Class participation (25% of grade).

As a seminar course, it is necessary that participants not only do all of the assigned readings, but come to class fully prepared for a lively exchange of ideas and to participate actively in class discussion and exercises. A portion of many classes will be devoted to a negotiation exercise or simulation whose purpose is to give students an opportunity to apply theory to practice and develop basic negotiation skills, and one all-day negotiation session will be held on Saturday, April 6, 2002. Students are required to participate in all such exercises and simulations. The last class of the course will be on Wednesday, April 17.

Required Readings:

The required readings for the course include the following four books:

In addition, all students are to read before each class session the assigned materials on the attached reading list. Copies of all readings are on reserve in the Ginn Library and are on sale at Copy Stop on the Tufts campus.

Copies of simulation materials will be distributed in class. There will be an additional fee for these materials.

READING LIST AND CLASS SCHEDULE

I. The Nature of Conflict in the International Arena (Jan. 16)

Required Reading:

  • Gurr, T.R. "Peoples Against States: Ethnopolitical Conflict and the Changing World System." International Studies Quarterly, Vol. 38, No. 3 (Sept. 1994) pp. 347-377.
  • Gurr, Ted G. "Ethnic Conflict on the Wane," 79 Foreign Affairs (May-June 2000), pp. 52-63
  • Haas, R. "N., Conflicts Unending: The United States and Regional Disputes New Haven: Yale University Press, 1991. pp. 1-29, 138-150.
  • Luttwak, E.N. "Give War a Chance." Foreign Affairs, Vol. 78, No. 4, July/August 1999 pp. 36-44.
  • Rubin, J.Z., Pruitt, D.G., & Kim, S.H. Social Conflict: Escalation, Stalemate and Settlement , 2nd Edition. New York: McGraw-Hill, 1994. Chapter 1 (Overview) and Chapter 2 (Nature and Sources of Conflict). pp. 1-26.
  • Salem, P.E. "A Critique of Western Conflict Resolution from a Non-Western Perspective." Negotiation Journal, 1993, 9, pp. 361-369.

Recommended Reading:

  • Aron, R. "Conflict and War from the Viewpoint of Historical Sociology," in Hoffman (Ed.), Contemporary Theory in International Relations. Englewood Cliffs, NJ: Prentice Hall, 1960. pp. 191-208.
  • DeCallières, F. On the Manner of Negotiating with Princes. Notre Dame, IN: University of Notre Dame Press, 1963 (entire book).
  • Deutsch, K. The Analysis of International Relations, 2nd edition. Englewood Cliffs, NJ: Prentice Hall, 1978. Chapter 11 (How Conflicts Arise Among States). pp. 132-164.
  • Himes, J. Conflict and Conflict Management. Athens, GA: University of Georgia Press, 1980. pp. 3-119.
  • Huntington, S.P. "The Clash of Civilizations?" Foreign Affairs, 1993 (Summer), pp. 22-49
  • Ury, W.L., & Smoke, R. "Anatomy of a Crisis," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 47-54.

II. The Nature of Negotiation (Jan. 23)

Required Reading:

  • Druckman, Daniel. "Negotiating in the International Context," in Zartman, I.W. and Rasmussen, J.H., Peacemaking in International Conflict. Washington, D.C.: U.S. Institute of Peace, 1997, 81-123.
  • Fisher, R., Ury, W.L., & Patton, B.M. Getting to YES : Negotiating Agreement Without Giving In, second edition. New York: Penguin Books, 1991. (entire book)
  • Fisher, R. "Beyond YES, in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 123-126.
  • Hopmann, P.T., "Two Paradigms of Negotiation: Bargaining and Problem Solving," 542 The Annals of the American Academy of Political and Social Science 24-47 (November 1995).
  • McCarthy, W. "The Role of Power and Principle in Getting to YES," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 115-122.
  • Rubin, J.Z. "Some Wise and Mistaken Assumptions about Conflict and Negotiation" in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 3-12.
  • Schelling, T.C. The Strategy of Conflict. Cambridge: Harvard University Press, 1960. Chapter 2 (An Essay on Bargaining).

Recommended Reading:

  • Bazerman, M.H. "Negotiator Judgment: a Critical Look at the Rationality Assumption," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 197-209.
  • Davis, A.M. "An Interview with Mary Parker Follett," in J.W. Breslin & J.Z. Rubin (Eds.) Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 13-26.
  • Wetlaufer, G.B. "The Limits of Integrative Bargaining," The Georgetown Law Review, Vol. 85, 1996. pp 369-394.

III. Getting to the Table: Prenegotiation (Jan. 30)

Required Reading:

  • Fisher, R. "Negotiating Inside Out: What Are the Best Ways to Relate Internal Negotiations with External Ones?" In J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 71-79.
  • Kelman, H.C. "Coalitions Across Conflict Lines: the Interplay of Conflicts Within and Between the Israeli and Palestinian Communities," in J. Simpson & S. Worchel (Eds.), Conflict Between People and Groups. Chicago: Nelson-Hall, 1993. pp. 236-258.
  • Rubin J.Z. "Caught by Choice: the Psychological Snares We Set Ourselves." The Sciences, 1982, 22:7, pp. 18-21.
  • Rubin, J.Z., & Sander, F.E.A. "When Should We Use Agents? Direct V. Representative Negotiation," in J.W. Breslin & J.Z. Rubin (Eds.) Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 81-88.
  • Salacuse, J.W., "Making Global Alliances: Paying Attention to the Process." 2 Strategic Alliance Alert 1,6 & 7 (November 1995).
  • Salacuse, J.W., & Rubin, J.Z. "Your Place or Mine?" Negotiation Journal, January 1990, pp. 5-8.
  • Saunders, H.H. "We Need a Larger Theory of Negotiation: the Importance of Pre-Negotiating Phases," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 57-70.

Recommended Reading:

  • Rothman, J. "Supplementing Tradition: a Theoretical and Practical Typology for International Conflict Management." Negotiation Journal, 1989, 5, pp. 265-277.
  • Stein, J.G. "Getting to the Table: the Triggers, Stages, Functions, and Consequences of Prenegotiation," in J.G. Stein (Ed.), Getting to the Table: the Processes of International Prenegotiation. Baltimore: The Johns Hopkins University Press, 1989.pp. 239-268.

IV. Preparing for Negotiation (Feb. 6)

Required Reading:

  • Fisher, R. "Negotiating Power: Getting and Using Influence," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 127-140.
  • Goldberg, S.B., Green, E.D., & Sander, F.E.A. "Saying You're Sorry," in J.W. Breslin & J.Z. Rubin, Negotiation Theory and Practice. Cambridge, PON Books, 1991. pp. 141-144.
  • Lax, D.A., & Sebenius, J.K. "The Power of Alternatives or the Limits to Negotiation," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 97-113.
  • Lewicki, RJ., & Litterer, J.A. Negotiation. Homewood, IL: Irwin, 1985. Chapter (Planning and Preparation). pp. 45-73.
  • Salacuse, J.W. "Your Draft or Mine?" In J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 181-185.
  • Salacuse, J.W., Making Global Deals: What Every Executive Should Know About Negotiating Abroad . New York: Times Books, 1992. (Checklist). pp. 169-173.

Recommended Reading:

  • Fisher, R. "International Relations Theory and the Policy Maker," in A. Said (Ed.), Theory of International Relations: Crises of Relevance. pp. 43-57.
  • Raiffa, H. The Art and Science of Negotiation. Cambridge: Harvard University Press, 1982. Chapter 1 (Some Organizing Questions). pp 11-19.

V. The Negotiations Proper: Power, Strategies and Tactics (Feb. 13)

* Paper Topics Due

Required Reading:

  • Kriesberg L. "Timing and the Initiation of De-Escalation Moves," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 223-234.
  • Lax, D.A., & Sebenius, J.K. "Interests: the Measure of Negotiation," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 161-180.
  • Pruitt, D.G., "Flexibility in Conflict Episodes," 542 The Annals of the American Academy of Political and Social Science pp. 100-115 (November 1995).
  • Rosegrant, Susan and Michael Watkins. "Carrots, Sticks, and Question Marks: Negotiating the North Korean Nuclear Crisis." Cambridge: J.F. Kennedy School of Government Case Program, 1995.
  • Rouhana, N.N. and Korper, S.H. "Dealing with the Dilemmas Posed by Power Asymmetry in Intergroup Conflict," Negotiation Journal, Vol. 12, No. 4, 1996, pp. 353-366.
  • Rubin, J.Z., Pruitt, D.G., & Kim, S.H. Social Conflict: Escalation, Stalemate, and Settlement, 2nd edition. New York: McGraw-Hill, 1994. Chapter 4 (Contentious Tactics), Chapter 5 (Escalation and its Development), Chapter 6 (Structural Changes in Escalation), Chapter 7 (The Persistence of Escalation), and Chapter 8 (Escalation and Stability). pp. 47-149.
  • Rubin, J.Z. & Salacuse, J.W. "The Problem of Power in Negotiation," International Affairs, April 1990, pp. 24-34.
  • Rubin, J.Z. and Zartman, I.W., "Asymmetrical Negotiations: Some Survey Results that May
  • Surprise," Negotiation Journal pp. 349-364 (1995).
  • Salacuse, J.W. "How Should the Lamb Negotiate With the Lion," in Kolb (ed.), Negotiation Eclectics pp. 87-99 (1999)

Recommended Reading:

  • Bazerman, M., & Sondak, H. "Judgmental Limitations in Diplomatic Negotiations."Negotiation Journal, July 1988, pp. 303-317.
  • Lockhart, C. Bargaining in International Conflicts. New York: Columbia University Press, 1979. Chapter 3 (Bargaining Processes in Severe International Conflicts) and Chapter 4 (Important Situational Characteristics). pp. 37-87.
  • Schelling, T.C. "Strategy and Self-Command," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 217-221.
  • Underdal, A. "The Outcomes of Negotiation," in V.A. Kremenyuk (Ed.), International Negotiation: Analysis, Approaches, Issues. San Francisco: Jossey-Bass, 1991. pp. 100-115.
  • Waelchli, H. "Crisis Negotiations Between Unequals: Lessons from Classic Dialogue." Negotiation Journal, 1994, 10, pp. 129-145.
  • Zartman, I.W. "Common Elements in the Analysis of the Negotiation Process," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991, pp. 147-159.

VI. Personality and Gender (Feb. 27)

Required Reading:

  • Kolb, D.M., & Coolidge, G.G. "Her Place at the Table: a Consideration of Gender Issues in Negotiation," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 261-277.
  • Mnookin, R. H. et al., "The Tension Between Empathy and Assertiveness," 12 Negotiation Journal 217-230 (1996).
  • Rubin, J.Z., & Brown, B.R. "Individual Differences," in the Social Psychology of Bargaining and Negotiation. New York: Academic Press, 1975. Chapter 7.
  • Watson, C. "Gender Versus Power as a Predictor of Negotiation Behavior and Outcomes." Negotiation Journal, 1994, 10, pp. 117-127.

VII. The Impact of Culture (March 6)

Required Reading:

  • Breslin, J.W. "Breaking Away from Subtle Biases," in J.W. Breslin & J.Z. Rubin, Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 247-250.
  • Cohen, R. Negotiating Across Cultures. 2nd Edition. Washington, D.C.: U.S. Institute of Peace, 1997. 9-43; 215-226.
  • Charles Hampden-Turner and Alfons Trompenaars, The Seven Cultures of Capitalism. New York: Doubleday, 1993. pp. 1-102.
  • Salacuse, J.W. Making Global Deals: What Every Executive Should Know About Negotiating Abroad. New York: Times Books, 1992. Chapter 3 (Coping with Culture). pp. 42-71.
  • Salacuse, J.W., "Implications For Practitioners," in G.O. Faure & J.Z. Rubin (Eds.), Culture and Negotiation. Newbury Park: Sage, 1993. pp. 199-208.
  • Salacuse, J.W. (1998) "Ten Ways That Culture Affects Negotiating Style: Some Survey Results."Negotiation Journal, July 1998. pp. 221-240.
  • Weiss, S.E. "Negotiating with 'Romans' - Parts 1 and 2. Sloan Management Review, Vol. 35, No. 1 and 2, 1994. 51-61; 85-99.
  • Zartman, I.W. "A Skeptic's View," in G.O. Faure & J.Z. Rubin (Eds.), Culture and Negotiation. Newbury Park: Sage, 1993. pp. 17-21.

Recommended Reading:

  • Bell, D. "Political Linguistics: a Cross Cultural Perspective." Negotiation Journal, July 1988, 233-246.
  • Binnendijk, H. National Negotiating Styles. Washington, DC: Foreign Service Institute, U.S. Department of State, 1987. (entire book)
  • Cicourel A., "Text and Context: Cognitive, Linguistic, and Organizational Dimensions in International Negotiations." Negotiation Journal, July 1988, 257-266.
  • Cohen, R. "Negotiating Across Cultures: Intercultural Communication Factors in U.S. Diplomatic Negotiation with China, Egypt, India, and Mexico." United States Institute of Peace Paper, August 1989.
  • Faure, G.O. "Negotiating in the Orient: Encounters in the Peshawar Bazaar, Pakistan. Negotiation Journal, 1991, 7, pp. 279-290.
  • Fisher, G. International Negotiation: a Cross-Cultural Perspective. Chicago: Intercultural Press, 1980. (entire book)
  • Graham, J.L. "The Japanese Negotiation Style: Characteristics of a Distinct Approach."Negotiation Journal, 1993, 9, pp. 123-140.
  • Janosik, R.J. "Rethinking the Culture-Negotiation Link," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 235-246.
  • Weiss, S., & Stripp, W. "Negotiating with Foreign Businesspersons: an Introduction for
  • Americans with Propositions on Six Cultures." New York University School of Business Administration, College of Business and Public Administration, #85-6, February 1985.

VIII. Follow-Up, Implementation, and Renegotiation (March 13)

*Paper outline due.

**First analytic paper due.

Required Reading:

  • Bazerman, M.H., Russ, L.E., & Yakura, E. "Post-Settlement Settlements in Two-Party Negotiations," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 19-91. pp. 331-340.
  • Kolb, D.M., & Silbey, S.S. "Enhancing the Capacity of Organizations to Deal with Disputes," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 315-322.
  • Raiffa, H. "Post-Settlement Settlements," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 323-326
  • Roth, A.E. "Some Additional Thoughts on Post-Settlement Settlements," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 327-330.
  • Salacuse, J.W. Making Global Deals: What Every Executive Should Know About Negotiating Abroad. New York: Times Books, 1992. Chapter 8 (Renegotiating Deals). pp. 147-163.
  • Salacuse, J.W. "After the Contract, What? Negotiating to Work Successfully with aForeign Partner," Canadian International Lawyer, Vol. 2, No. 4, 1997, pp. 195-200.
  • Ury, W.L., Brett, J.M., & Goldberg, S.B. "Designing an Effective Dispute Resolution System," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 295-313.

Recommended Reading:

IX. Agents In Negotiation (March 27)

Required Reading:

X. Multilateral Negotiation (April 3 and all day Saturday, April 6)

Required Reading:

  • Antrim, L., & Sebenius, J. "Multilateral Conference Mediation: Tommy Koh and the Law of the Sea," in J. Bercovitch & J.Z. Rubin (Eds.). Mediation in International Relations. London: MacMillan, 1992.
  • Aurisch, K.L. "The Art of Preparing a Multilateral Conference," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 389-398.
  • Dupont, Christophe. "Negotiation as Coalition Building." International Negotiation. Vol. 1, 1996. pp. 47-64.
  • Rosegrant, Susan and Michael Watkins. "The Gulf Crisis: Building a Coalition for War." Cambridge: J.F. Kennedy School of Government Case Program, 1994.
  • Sebenius, James K., "Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate" in Arrow et. al. Barriers To Conflict Resolution, pp. 151-182 (1995).
  • Touval, S. "Multilateral Negotiation: an Analytic Approach," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge: PON Books, 1991. pp. 351-365.
  • Winham, G. "Multilateral Economic Negotiation." Negotiation Journal, April 1987, pp. 175-189.

Recommended Reading:

  • DeMuestral, A., & Legault, L. "Multilateral Negotiation: Canada and the Law of the Sea Conference," International Journal, 1979, pp. 35, 47-69.
  • Henrikson, A. "The Global Foundations for a Diplomacy of Consensus. In A. Henrikson (Ed.), Negotiating World Order: the Artisanship and Architecture of Global Diplomacy. Wilmington, DE: Scholarly Resources, Inc., 1986. pp. 217-244.
  • Koh, T. "Negotiating a New World Order for the Sea," in A. Henrikson (Ed.), Negotiating World Order: The Artisanship and Architecture of Global Diplomacy. Wilmington,DE:Scholarly Resources, Inc., 1986, pp. 33-45.
  • Lang, W. "Multilateral Negotiations: the Role of Presiding Officers," in F. Mautner- Markhof (Ed.), Processes of International Negotiations. Boulder, CO: Westview Press, 1989. pp. 23-42.
  • Mitgaard, K., & Underdal, A. "Multiparty Conferences," in D. Druckman (Ed.), Negotiations: Social-Psychological Perspectives. Beverly Hills, CA: Sage Publications, 1977. pp. 329-345.
  • Patterson, G. "The GATT and the Negotiation of International Rules," in A. Henrikson (Ed.), Negotiating World Order: the Artisanship and Architecture of Global Diplomacy. Wilmington, DE: Scholarly Resources, Inc., 1986. pp. 181-197.Scholarly Resources, Inc., 1986. pp. 33-45.
  • Raiffa, H. The Art and Science of Negotiation. Cambridge: Harvard University Press, 1982. Chapter 17 (Coalition Analysis). pp. 257-287.
  • Sebenius, J.K. "Designing Art and Science Negotiations Toward a New Regime: the Case of Global Warming," International Security, 1991, 15 (4), pp. 110-148.

XI. Third Party Intervention: International Arbitration (April 10)

Required Reading:

  • Bilder, R. B. "Adjudication: International Arbitral Tribunals and Courts," in Zartman, I.W. and Rasmussen, J.L. Peacemaking in International Conflict. Washington, D.C.: U.S. Institute of Peace, 1997. pp. 155-189.
  • Bockstiegel, K.H. "The Effectiveness of Inter-State Arbitration in Political Turmoil," 10 Journal of International Arbitration pp. 41-50 (No. 1, March 1993).
  • Salacuse, J. W. "Oasis at the Pyramids."
  • United Nations Convention on Recognition and Enforcement of Arbitral Awards.
  • United Nations Secretary General: Ruling on the Rainbow Warrior Affair Between France and New Zealand, [July 6, 1986] 26 I.L.M. 1346 (1987).
  • Werner, J. "Interstate Political Arbitration: What Lies Next?" 9 Journal of International Arbitration pp. 69-78, (no. 1, March 1992).

XII. Third Party Intervention: International Mediation (April 17)

Required Reading:

  • Bercovitch, J. "Mediation in International Conflict: An Overview of Theory, A Review of Practice," in Zartman, I.W. and Rasmussen, J.L. Peacemaking in International Conflict. Washington D.C.: U.S. Institute of Peace, 1997. pp. 125-153.
  • Bercovitch, J. and Jackson, R. "Negotiation or Mediation? An Explanation of Factors Affecting the Choice of Conflict Management in International Conflict," 17 Negotiation Journal 59-77 (2001).
  • *Curran, Daniel F. "'To Hell with the Future, Let's Get on With the Past.' George Mitchell in Northern Ireland," HBS Case no. N9-801-393 (2001).
  • *Watkins, Michael, "Getting to Dayton: Negotiating an End to the War In Bosnia," HBS Case no. 1-800-134 (1999).
  • Salacuse, J.W., "The Art of Advising Negotiators" 11 Negotiation Journal, pp. 391-401 (1995).
  • Salacuse, J. W., Direct Negotiation and Mediation in International Financial and Business Conflicts" in Horn & Norton, (e.d.). Non Judicial Dispute Settlement in International Financial Transactions London: Kluwer, pp. 53-72.
* Required for class discussion.

Recommended Reading:

  • Carter, J. Keeping Faith: Memoirs of a President. New York: Bantam Books, 1982. pp. 269-429.
  • Engveldt, L. "Potential Roles for the United Nations in International Peace and Security." Program on Negotiation Working Paper Series 89-4.
  • Fisher, R.J. "Third Party Consultation as a Method of Intergroup Conflict Resolution." Journal of Conflict Resolution, 1983, 27, 301-334.
  • Hill, B. "An Analysis of Conflict Resolution Techniques." Journal of Conflict Resolution, 1982, 26, pp. 109-138.
  • Kolb, D. The Mediators. Cambridge: MIT Press, 1983. Chapter 2 (Roles Mediators Play: Orchestrators and Dealmakers) and Chapter 5 (Mediators and Spokesmen:Complementary Strategic Roles). pp. 23-45, 113-133.
  • Raiffa, H. The Art and Science of Negotiation. Cambridge: Harvard University Press, 1982. Chapter 15 (Mediation of Conflicts). pp. 218-234.
  • Rubin, J.Z., Pruitt, D.G., & Kim, S.H. Social Conflict: Escalation Stalemate, and Settlement, 2nd edition. New York: McGraw-Hill, 1994. Chapter 11 (The Intervention of Third Parties: Mediation). pp. 196-223.

*Final Papers Due – April 26, 2002