Practitioners' Views of International Negotiation

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Abstract
A Checklist for Negotiators, produced during a study session on negotiation in the State Department's Senior Seminar on Foreign Policy, highlights certain changes that are occurring in the diplomatic function. First, practitioners make a distinction between the internal (or domestic) and external aspects of negotiation, which reflects a growing politicization of the diplomatic function and an increasing trend toward a mediatorial model of diplomacy. Second, practitioners emphasize managerial rather than strategic concerns, which is consistent with the large, complex problems that foreign offices are increasingly facing. Third, practitioners attach more importance to issues and substantive information than to personality or sociological variables. This is a reflection of the increasing scope, and resulting anonymity, of international diplomatic processes. These three points introduce new concerns into the theoretical literature on international negotiation.

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