Abstract
Conflict is a problem with different demands for its resolution. Solution-Focused Negotiation is an intensive attempt to reach practical and enforceable agreements that settle the conflict by peaceful means. However, negotiation is a broad concept. Negotiation involves various methods, settings and procedures for scholars, practitioners and negotiators. This chapter introduces three types of negotiation—bargaining, problem-solving and consensus-building—with their origins, applications and implications.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
References
Allison, Graham. 1971. Essence of Decision: Explaining the Cuban Missile Crisis. Boston: Little Brown.
Azar, Edward E., Paul Jureidini, and Ronald McLaurin. 1978. Protracted Social Conflict; Theory and Practice in the Middle East. Journal of Palestine Studies, 8 (1): 41–60.
Buchanan, James M. 2001. Moral Science and Moral Order, Vol. 17 of The Collected Works of James M. Buchanan. Indianapolis: Liberty Fund.
Curran, Daniel & Sebenius, James K. 2003. The Mediator as Coalition Builder: George Mitchell in Northern Ireland. International Negotiation, 8 (1): 111–147.
Curran, Daniel, James K. Sebenius, and Michael Watkins. 2004. Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia–Herzegovina. Negotiation Journal 20 (4): 513–537.
Dixon, Paul. 2008. Northern Ireland: The politics of war and peace. New York and Hampshire: Palgrave Macmillan.
Fisher, Roger, Ury, William L. & Patton, Bruce. 2011. Getting to Yes: Negotiating agreement without giving in. New York: Penguin Books.
Fisher, Ronald J. 1997. Interactive Conflict Resolution. New York: Syracuse University Press.
Gladwell, Malcolm. 2019. Talking to Strangers: What We Should Know about the People We Don't Know. New York: Little, Brown and Company.
Handelman, Sapir & Shoham, Shlomo Giora. 2009. Transference as Therapy: Psychotherapy as a Laboratory for Developing Social Theory of Change. Divinatio 30: 67–84.
Handelman, Sapir. 2009. Thought Manipulation: The Use and Abuse of Psychological Trickery. Santa Barbara, California: ABC-CLIO.
Handelman, Sapir. 2012. Two complementary settings of peace-making diplomacy: political-elite diplomacy and public diplomacy. Diplomacy & Statecraft, 23(1): 162–178.
Handelman, Sapir. 2021. Elements of Peacemaking Revolutions: Leaders, People and Institutions. Newcastle upon Tyne: Cambridge Scholars Publishing.
Handelman, Sapir. 2023. Interwoven Models of Peacemaking–the Israeli-Palestinian Case and Beyond. Diplomacy & Statecraft 34 (4): 723–754.
Huntington, Samuel P. 2006. Political Order in Changing Societies. New Haven: Yale University Press.
Kahneman, Daniel. 2013. Thinking, fast and slow. New York: Farrar, Straus and Giroux.
Kelman Herbert C. 1965. Manipulation of human behavior: An ethical dilemma for the social scientist. Journal of Social Issues, 21 (2): 31–46.
Kelman, Herbert C. 1996. Negotiation as interactive problem solving. International Negotiation: A Journal of Theory and Practice, 1 (1): 99–123.
Mitchell, George John.1999. Making Peace. New York, NY: Alfred A. Knopf.
Mnookin, Robert H. 2010. Bargaining with the devil: When to negotiate, when to fight. New York, Toronto and Sydney: Simon and Schuster.
Nye, Joseph S. 2008. Understanding International Conflicts: An Introduction to Theory and History, 7th edition. New York, NY: Pearson Longman.
Parkinson, Northcote. 1958. Parkinson's Law. London: John Murray.
Pruitt, Dean. 2007. Readiness theory and the Northern Ireland conflict. American Behavioral Scientist, 50 (11): 1520–1541.
Ripsman, Norrin M., and Jack S. Levy. 2008. Wishful thinking or buying time? The logic of British appeasement in the 1930s. International Security, 33 (2): 148–181.
Risse-Kappen, Thomas. 1991. Public opinion, domestic structure, and foreign policy in liberal democracies. World politics 43 (4): 479–512.
Robert, Henry, William Evans, Daniel Honemann, and Balch, Thomas. 2004. Robert's rules of order, newly revised, in brief. Cambridge, Mass: Da Capo Press.
Schelling, Thomas C. 2005. “An Astonishing Sixty Years: The Legacy of Hiroshima.” Prize lecture: https://www.nobelprize.org/uploads/2018/06/schelling-lecture.pdf
Stanton, Fredrik. 2011. Great Negotiations: Agreements that Changed the Modern World. Yardley, PA: Westholme Publishing.
Treisman, Daniel. 2004. “Rational appeasement.” International Organization 58 (2): 345–373.
Vanberg, Viktor J. 2005. Market and State: The Perspective of Constitutional Political Economy. Journal of Institutional Economics, 1 (1): 23–49.
Wantchekon, Leonard. 2004. The Paradox of “Warlord” Democracy: A Theoretical Investigation. American Political Science Review, 98 (1): 17–32.
Weinberg, Gerhard L. 1988. “Munich After 50 Years.” Foreign Affairs 67 (1): 165–178.
Author information
Authors and Affiliations
Rights and permissions
Copyright information
© 2024 The Author(s), under exclusive license to Springer Nature Switzerland AG
About this chapter
Cite this chapter
Handelman, S. (2024). Three Types of Negotiation. In: Solution-Focused Negotiation. Professional Practice in Governance and Public Organizations . Springer, Cham. https://doi.org/10.1007/978-3-031-52876-7_4
Download citation
DOI: https://doi.org/10.1007/978-3-031-52876-7_4
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-031-52875-0
Online ISBN: 978-3-031-52876-7
eBook Packages: Political Science and International StudiesPolitical Science and International Studies (R0)