negotiation :bargaining and problem solving

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abstract:the development of negotiation theory over recent decades has been organized around two majour paradigms :bargaining and problem solving.for the bargainig paradigm,indicators of flexibility include concession rates ,intiation of new proposals ,andother soft behaviors .for the problem solving .for the problem-solving prespective ,flexibity is usually indicated by asearch for better ,mutually beneficial soulation to problems that satisfy the needs ,identites ,and interests of all parties .empirical research generally reveals tha the pbargaining behavior are used more frequently in international negotiations than is problem solving . this maybe explained by the dominance of the relist paradigm of international relation .within which most diplomats are socialized .since diplomate generally constructed thier image of negotiation in term of bargainig ,its hardly surprising addition ,empirical research methods utlized to study negotion solving behaviors are more difficult to dectect . the empirical prevalence of bargaining ,however .doesn't mnot imply that its the best methods to induce flexibility in international negotiation .on the country most research tends to reveal that probleme solving produced greater flexibility and more frequent ,efficient ,equitable ,asnd durable agree-ments than barganing does.[/size]