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.


[u]بالعربي ملخص الدنياا ديه كلها بيقول ايه[/
انه فيه نموذجين للتفاووض المساومه وحل المشكلات
بيقول ان التطور اللي طرق علي التفاوض فيب العقود الاخيره تم تنظميه علي اساس نموذجين رئيسين هما المساومه وحل المشكلات
المساومه اللي يهمنا فيها المرونه هنا والمرونه هنا المقصود بيها معدلات الامتياز وامكانيات طرح مقترحات جديده والسلوك الناعم للطرف الاخر
اما مفهوم حل المشكلات فالمنرونه فيه بتعني ايجاد حلول ترضي احتيجات الطرفين وهويتهم ومصلحهم هم معا
بيقول ان الابحاث التجحريبيه اكتشفت ان سلوك المساومه هو الاكثر استحخدما في العلاقات الدوليه
ولعل هذا يرجع الي هيمنه المدرسه الواقعيه
بسب تنشئه الدبلوماسين علي اساس افكار المدرسهخ الواقعيه
وبيقول منذ ما الدبلوماسين وجهو او بنو افكارهم عن التفاوض وهما جعلوه مساوي لمصطلح المساومه
انه مفاجاه صعبه ان نري ان مفهوم المساومه هو المسيطر علي عمليه التفاوض
وعلي الرغمن من الابحاث التجريبيه اثبتت انه من الصعب تتبع متغيرات المساومه والاسلوب الرقيق للتفاوض وليس هذا معناه ان التفاوض بمنظور المساومه هو الافضل بل علي العكس تمام مفهوم حل المشكلات اكثر الفه واكثر عدالهخ واكثر دوما في التفاق من مفهوم المساومه
the topic of international negotiation has been treated by scholars and practitioners of the diplomatic art of country .at least since francois de calieres in 1716 and for has been
only since about 1960> howver ,that systematic study of negotiation has begun to push the analysis of this fundamental process in international relation beyond a set of ad hoc cas studies or the apsumption of the traditional cas approach is that each every negoation is unique ,and no meaningful generalization about the process cn be derived >others treat negoation as an art to be mastered only by experienced diplomates who develop a subjective understanding of the pro ess that cannot be conveyed in meaningful way to those who are unintiated in the intricacies of the art from .neither approach treats negotiaytion as a topic that can be analyzed oin a systematic and generalizaable fashion[/size]























































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