Negotiation from weakness: Concept, model, and application to strategic negotiations

Miscellaneous · Sun Jan 01 00:00:00 EST 1989

OSTI ID:7226148

Tangredi, S J

Analysis of the dynamics of asymmetrical negotiations requires the development of the novel concept of negotiation from weakness. A nation is assumed to be negotiating from weakness when the elements of national power place it at a relative disadvantage in achieving the desired objectives of a particular set of negotiations. Successful negotiation from weakness is the adoption and application of negotiating strategies and tactics (subjective elements) that nullify the possible effects of an asymmetry in objective power potential. Once developed, the model is applied to arms control negotiations between the United States and Soviet Union in 1962-1972, a period in which the United States was assumed to be strategically superior. Outcomes of the arms control negotiations examined suggests that the Soviet Union attempted to utilize strategies and tactics appropriate to the negotiating from weakness situation. The success of the Soviet Union is reversing the perceived strategic balance by 1972, implies that the concept of successful negotiating from weakness is a viable approach to the examination of asymmetrical negotiations involving security issues.

• Research Organization: California Univ., Los Angeles, CA (USA)
• OSTI ID: 7226148
• Resource Relation: Other Information: Thesis (Ph. D.)
• Country of Publication: United States
• Language: English

Related Subjects

98 NUCLEAR DISARMAMENT, SAFEGUARDS, AND PHYSICAL PROTECTION
29 ENERGY PLANNING
POLICY AND ECONOMY
ARMS CONTROL
NEGOTIATION
FUNCTIONAL MODELS
POLITICAL ASPECTS
SECURITY
USA
USSR
ASIA
EASTERN EUROPE
EUROPE
INSTITUTIONAL FACTORS
NORTH AMERICA
350100* - Arms Control- Policy
Negotiations
& Legislation- (1987-)
290000 - Energy Planning & Policy