Bargaining §
- Bargaining is a Conflict Management Strategy where
- Thomas Schelling says military force only matter in asymetrical relationships
- When the powerful party has nothing to lose from failure
- Only when both parties are of similar power, is states forced to bargain
Bargaining Strategies 1 §
- Bargaining: testing each other’s flexibility on different issues and calculating the other’s feelings.
- How: deduce opponent’s true position and inner limits
- from the size and order of its concessions
- What can affect bargaining range
- External influence can either increase or decrease the expectations about desirable outcomes such as
- ally pressure
- domestic political necessity
- Memories and feelings about past experiences and outcomes can be linked to shaping negotiating positions through their cumulative effects.
