Beyond Problem-Solving and Bargaining: Genuine Debate in EU External Trade Negotiations

in International Negotiation
Restricted Access
Get Access to Full Text
Rent on DeepDyve

Have an Access Token?



Enter your access token to activate and access content online.

Please login and go to your personal user account to enter your access token.



Help

Have Institutional Access?



Access content through your institution. Any other coaching guidance?



Connect

Abstract

This article suggests that existing negotiation theory, which is dominated by the two paradigms of 'bargaining' and 'problem-solving', does not capture some important characteristics of international negotiations. It is argued that 'genuine debate' encapsulated by Habermas's concept of 'communicative action', which has largely been ignored in the negotiation literature, furthers and complements our understanding regarding negotiators' rationale for action and the dynamics of international negotiations. The paper specifies five conditions conducive to genuine debate: (1) a strongly shared lifeworld among negotiators; (2) uncertainty and lack of knowledge; (3) technical or cognitively complex issues; (4) the presence of persuasive individuals; and (5) low levels of politicization. My hypotheses are probed through a case study of EU negotiations concerning the WTO basic telecommunications agreement. My findings imply that genuine debate may occur most likely in pre-negotiations and at the diplomatic level of negotiations. I also conclude that agreements arrived at through genuine debate tend to be more enduring than those reached by bargaining and problem-solving, and that communicative negotiators are vulnerable to those merely pretending to participate in genuine debate. My analysis also tentatively indicates what kind of arguments may be persuasive in genuine debate.

Beyond Problem-Solving and Bargaining: Genuine Debate in EU External Trade Negotiations

in International Negotiation

Sections

Information

Content Metrics

Content Metrics

All Time Past Year Past 30 Days
Abstract Views 17 17 9
Full Text Views 67 67 40
PDF Downloads 8 8 4
EPUB Downloads 0 0 0