TY - JOUR

T1 - Political negotiations

T2 - characteristics and related performance disincentives

AU - Ade, Valentin

PY - 2019/8/20

Y1 - 2019/8/20

N2 - Purpose: The media, private citizens and other stakeholders regularly appraise political negotiations, but the character of these negotiations and the reasons for outcomes are little understood. The purpose of this conceptual paper is to discuss this character and explore its implications. Design/methodology/approach: This is a conceptual paper. The author carried out a literature review and used his experiences in supervising political negotiation simulations. Findings: The author argues that political negotiations have several specific characteristics that distinguish them from other kinds of negotiations. Political negotiations, for instance, tend to address often rather fuzzy public interests, involve value conflicts or are simultaneously performed “on stage” and “behind the scenes.” These characteristics may matter, as they can provide structural disincentives to negotiators, who might be tempted to focus on selling outcomes rather than on improving them (“saleability-oriented negotiating”). Hence, the author argues that political negotiators and their stakeholders face the challenge that political contexts may foster weak negotiation performances. Practical implications: The author proposes an approach to political negotiations’ training that takes the findings of this paper into consideration. Originality/value: This paper is the first, to the best of the author’s knowledge, to provide a detailed characterization of political negotiations and to discuss related implications.

AB - Purpose: The media, private citizens and other stakeholders regularly appraise political negotiations, but the character of these negotiations and the reasons for outcomes are little understood. The purpose of this conceptual paper is to discuss this character and explore its implications. Design/methodology/approach: This is a conceptual paper. The author carried out a literature review and used his experiences in supervising political negotiation simulations. Findings: The author argues that political negotiations have several specific characteristics that distinguish them from other kinds of negotiations. Political negotiations, for instance, tend to address often rather fuzzy public interests, involve value conflicts or are simultaneously performed “on stage” and “behind the scenes.” These characteristics may matter, as they can provide structural disincentives to negotiators, who might be tempted to focus on selling outcomes rather than on improving them (“saleability-oriented negotiating”). Hence, the author argues that political negotiators and their stakeholders face the challenge that political contexts may foster weak negotiation performances. Practical implications: The author proposes an approach to political negotiations’ training that takes the findings of this paper into consideration. Originality/value: This paper is the first, to the best of the author’s knowledge, to provide a detailed characterization of political negotiations and to discuss related implications.

KW - Politics

KW - politics

KW - negotiation

KW - disincentives

KW - negotiation mind-sets

KW - saleability-oriented negotiating

KW - politics

KW - negotiation

KW - disincentives

KW - negotiation mind-sets

KW - saleability-oriented negotiating

UR - http://www.scopus.com/inward/record.url?scp=85068067665&partnerID=8YFLogxK

U2 - 10.1108/IJCMA-06-2018-0080

DO - 10.1108/IJCMA-06-2018-0080

M3 - Scientific review articles

AN - SCOPUS:85068067665

VL - 30

SP - 349

EP - 368

JO - International Journal of Conflict Management

JF - International Journal of Conflict Management

SN - 1044-4068

IS - 3

ER -