Case 101 - Understanding Negotiation: The Academic Contribution

Cottam, Richard

This case study begins with a survey of the late 20th-century literature on negotiations, and concludes that it fails to provide a means for constructing a broad overview of any particular transaction within the context of the foreign and strategic policy of a government. The study also offers an analytic framework for viewing a negotiation within a broad political perspective. Its primary use should be in the area of comparative analysis, because it provides the means for parallel and systematic representation of any negotiation.