Abstract
Egotiation is a new term in negotiation research, proposed by one of the authors (Meerts in Pinpoints network newsletter, IIASA, Laxenburg, pp. 28–29, 2010). “Ego” will not be used here in the classical psychological/Freudian sense. For the purposes of this chapter, “egotiation” is a factor in international negotiation processes which will work against the material interests of the negotiator and his party. It has an emotional as well as an interest dimension, a unconscious as well as a conscious side, accidental, and purposeful. The ego of the negotiator, meaning the face/honor/status of the negotiator in question, will be a parasite of the negotiation process. It will flourish through the process, but at the detriment of the interests of the party the negotiator is representing. The authors will look at a series of famous negotiators and ask themselves to what extend these actors gave precedence to face saving over the defense of national and other interests. The authors will then ask themselves what the consequences of “egotiation” have been in different cases. They will try to diagnose if “egotiation” is a typical phenomenon to be found among decision makers of higher or lower rank, politicians or diplomats, etc. They will also look at the question if countries have such an ego and if so, what the function of that ego is in international relations.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
References
Avruch, K. (1998). Culture and conflict resolution. Washington DC: US Institute of Peace Press.
Blaker, M., Giarra, P., & Vogel, E. (2002). Case studies in Japanese negotiating behavior. Washington DC: US Institute of Peace Press.
Buhite, R. D. (1986). Decisions at Yalta, an appraisal of summit diplomacy. Wilmington, Delaware: Scholarly Resources Inc.
Cogan, C. G. (2003). French negotiating behavior: Dealing with the ‘grand nation’. Washington DC: US Institute of Peace Press.
Cohen, R. (1997). Negotiating across cultures: International communication in an interdependent world. Washington DC: US Institute of Peace Press.
Cohen, R. (2001). Negotiating across cultures. In C. A. Crocker, F. O. Hampson, & P. Aall (Eds.), Turbulent peace: The challenges of managing international conflict (pp. 469–482). Washington DC: United States Institute of Peace Press.
Duke International Security Conference. (2005). Paris peace conference 1919, minister biographies (pp. 1–10). Durham, US: Duke University.
Faizullaev, A. (2006). Diplomacy and self. Diplomacy and Statecraft, 17(3), 497–522.
Freeman, C. (1997). Arts of power: Statecraft and diplomacy. Washington DC: US Institute of Peace Press.
Goldman, A. L., & Rojot, J. (2003). Negotiation: Theory and practice. Netherlands: Kluwer Law International.
Gruyter de R. (1993) Once upon a time, a historical and psychological analysis of gorbachev’s reign. Doctoral Thesis, University of Amsterdam.
Haffner, S. (2011). Anmerkungen zu Hitler. Frankfurt am Main: Fischer Taschenbuch Verlag.
Hemery, J., & Meerts, P. W. (2006). Training for practice, a practical approach. The Hague Journal of Diplomacy, 1(2), 197–208.
Holsti, O.R. (1968). Cognitive dynamics and images of enemy. In J. C. Farrell & A. P. Smith (Eds.), Image and Reality in World Politics. New York, NY: Columbia University Press.
Iklè, F. C. (1985). How Nations negotiate. Millwood: Kraus.
Joll, J. (1982). The ideal and the real, changing concepts of the international system, 1815-1982. International Affairs, 58(2), 210–224.
Jönsson, C. (2012). Psychological causes of incomplete negotiations. In G. O. Faure (Ed.), Unfinished business: Why international negotiations fail (pp. 167–184). Athens, GA: University of Georgia Press.
Kissinger, H. (1969). The Vietnam negotiations. Foreign Affairs, 47, 211–234.
Laloy J. (1988). Yalta, Hier, aujourd’hui, demain. editions Robert Laffort, Paris.
MacMillan, M. (2001). Peacemakers, the Paris conference of 1919 and its attempt to end war. London: John Murray.
Meerts, P. (2005). Entrapment in international negotiations. In I. W. Zartman & G. O. Faure (Eds.), Escalation and negotiation in international conflicts (pp. 103–130). Cambridge, UK: Cambridge University Press.
Meerts, P. (2009). Negotiating with the Russian bear: Lessons for the EU?. EU Diplomacy Papers, Vol. 8. College of Europe, Bruges.
Meerts, P. (2010). Egotiation: Ego as a factor in international negotiation processes. In Pinpoints network newsletter (Vol. 35, pp. 28–29). Laxenburg: IIASA.
Mongar, T. M. (1969). Personality and decision making: John F. Kennedy in four crisis decisions. Canadian Journal of Political Science, 2(2), 200–225.
Nicolson, H. (1998). The evolution of diplomatic method, diplomatic studies programme. University of Leicester, (being the Chichele Lectures in Oxford, 1953).
Nordholt, J. W. S. (1992). Woodrow Wilson, Een leven voor de wereldvrede: Een biografie. Amsterdam: Meulenhoff.
Pearton, M. (1993). The Paris peace conference. In AP. van Goudoever (ed.), Great Peace Conferences in History, 1648–1990, Utrechtse Historische Cahiers, (Vol. 14, # 2). University of Utrecht.
Pronin, E., Gilovich, T. D., & Ross, L. (2004). Objectivity in the eye of the beholder: Divergent perceptions of bias in self versus others. Psychological Review, 111(3), 781–799.
Reynolds, D. (2007). Summits, six meetings that shaped the twentieth century. New York: Basic Books.
Richmond, O. (1998). Devious objectives and the disputants’ view of international mediation: A theoretical framework. Journal of Peace Research, 35(6), 707–722.
Sharp, A. (2008). The versailles settlement, peacemaking after the first world war, 1919–1929. London: Palgrave Macmillan.
Smyser, W. R. (2002). How Germans negotiate: Logical goals, practical solutions. Washington DC: US Institute of Peace Press.
Solomon, R. H. (1999). Chinese negotiating behavior: Pursuing interests through ‘old friends’. Washington DC: US Institute of Peace Press.
Solomon, R. H., & Quinney, N. (2010). American negotiating behavior: Wheeler-dealers, legal eagles, bullies, and preachers. Washington DC: US Institute of Peace Press.
Stedman, S. J. (1997). Spoiler problems in peace processes. International Security, 22(2), 5–53.
Wittes, T. C. (2005). How Israelis and Palestinians negotiate: A cross-cultural analysis of the Oslo peace process. Washington DC: US Institute of Peace Press.
Zartman, I. W. (2001a). Negotiating identity: From metaphor to process. International Negotiation, 6(2), 137–140.
Zartman, I. W. (2001b). Timing of peace initiatives: Hurting stalemates and ripe moments. Ethnopolitics, 1(1), 8–18.
Zartman, I. W. (2002). What I want to know about negotiation. International Negotiation, 7(1), 5–15.
Zartman, I. W., & Kremenyuk, V. (2005). Peace versus justice: Negotiating forward and backward looking outcomes. Oxford UK: Rowman and Littlefield Publishers.
Acknowledgments
The authors would like to thank Vlad Badea for his help in providing part of the literature that made this chapter possible.
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Springer Netherlands
About this chapter
Cite this chapter
Meerts, P., Vuković, S. (2015). Reputation and Egotiation: The Impact of Self-Image on the Negotiator. In: Martinovsky, B. (eds) Emotion in Group Decision and Negotiation. Advances in Group Decision and Negotiation, vol 7. Springer, Dordrecht. https://doi.org/10.1007/978-94-017-9963-8_4
Download citation
DOI: https://doi.org/10.1007/978-94-017-9963-8_4
Published:
Publisher Name: Springer, Dordrecht
Print ISBN: 978-94-017-9962-1
Online ISBN: 978-94-017-9963-8
eBook Packages: Behavioral ScienceBehavioral Science and Psychology (R0)