Two Paradigms of Negotiation: Bargaining and Problem Solving
Two Paradigms of Negotiation: Bargaining and Problem Solving
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谈判的两种范式：讨价还价和解决问题
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发表时间：
1995
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通讯作者：
P. T. Hopmann
中科院分区：
文献类型：
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作者：
P. T. Hopmann
近几十年来，谈判理论的发展围绕着两个主要范式：讨价还价和问题解决。对于讨价还价的范例，灵活性的指标包括让步率，新提案的发起，和其他软行为。从解决问题的角度来看，灵活性通常表现为寻求更好的、互利的解决方案，以满足各方的需求、身份和利益。实证研究普遍表明，讨价还价的行为更频繁地使用在国际谈判比解决问题。这可能是因为现实主义范式在国际关系中占主导地位，大多数外交官都是在这种范式中生活的。由于外交官通常以讨价还价来构建他们对谈判的印象，因此这些行为在实际谈判中普遍存在也就不足为奇了。此外，用于研究谈判的实证研究方法倾向于强调讨价还价变量，更微妙的解决问题的行为更难发现。然而，讨价还价在经验上的普遍性并不意味着它是在国际谈判中引入灵活性的最佳方法。相反，大多数研究倾向于揭示，解决问题比讨价还价更灵活，更频繁，更有效，更公平，更持久的协议。
The development of negotiation theory over recent decades has been organized around two major paradigms: bargaining and problem solving. For the bargaining paradigm, indicators of flexibility include concession rates, initiation of new proposals, and other soft behaviors. For the problem-solving perspective, flexibility is usually indicated by a search for better, mutually beneficial solutions to problems that satisfy the needs, identities, and interests of all parties. Empirical research generally reveals that bargaining behaviors are used more frequently in international negotiations than is problem solving. This may be explained by the dominance of the realist paradigm of international relations, within which most diplomats are socialized. Since diplomats generally construct their image of negotiations in terms of bargaining, it is hardly surprising that these behaviors should be prevalent in actual negotiations. In addition, empirical research methods utilized to study negotiations tend to emphasize bargaining variables, and more subtle problem-solving behaviors are more difficult to detect. The empirical prevalence of bargaining, however, does not imply that it is the best method to induce flexibility in international negotiations. On the contrary, most research tends to reveal that problem solving produces greater flexibility and more frequent, efficient, equitable, and durable agreements than bargaining does.