Beyond Impasse: Addressing Sacred Values in International Political Negotiations

Argo, Nichole; Ginges, Jeremy

doi:10.1007/978-3-319-10687-8_23

Cited by 3 publications

(2 citation statements)

References 52 publications

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“…Symbolic concessions that are meaningful to the counterpart are therefore highly effective (Ginges et al, 2007), whereas economic offers are not. In their absence, negotiators can also resolve value negotiations by reframing, repositioning, and reprioritizing the negotiation (Argo & Ginges, 2015). Bendersky (2014) found that affirming the counterpart’s status improved the relationship, helped save face, affirmed their self-identity, and thus spurred concessions and a willingness to sacrifice their own outcomes.…”

Section: Review Of Impasse Consequences and How To Resolve Themmentioning

confidence: 99%

Negotiation Impasses: Types, Causes, and Resolutions

Schweinsberg

Thau

Pillutla

2021

Journal of Management

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Although impasses are frequently experienced by negotiators, are featured in newspaper articles, and are reflected in online searches and can be costly, negotiation scholarship does not appear to consider them seriously as phenomena worth explaining. A review of negotiation tasks to study impasses reveals that they bias negotiators toward agreement. We systematically organize past findings on impasses and integrate them in the impasse type, cause, and resolution model (ITCR model). Our fundamental assumption is that a positive bargaining zone does not imply symmetric preferences for an agreement. One or both negotiators may prefer an impasse over an agreement despite a positive bargaining zone. We argue that it is beneficial for management research to distinguish between three impasse types: If both negotiators perceive benefit from an impasse, they are wanted; if one negotiator perceives benefits from an impasse, they are forced; and if both do not perceive benefits from the impasse, they are unwanted. We review structural (e.g., bargaining zone, communication channels), interpersonal (e.g., tough tactics, emotions), and intrapersonal (e.g., biases, available information, and framing) factors as the likely antecedents of the three impasse types. We also examine evidence that suggests that wanted impasses can be resolved by changing the negotiation structure for both parties, forced impasses can be resolved through persuasion, and unwanted impasses can be overcome by debiasing both parties. Finally, we review current methodological guidance and provide updated recommendations on how scholars should deal with impasses in both study designs and data analyses.

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Section: Review Of Impasse Consequences and How To Resolve Themmentioning

confidence: 99%

Negotiation Impasses: Types, Causes, and Resolutions

Schweinsberg

Thau

Pillutla

2021

Journal of Management

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“…For example, Roser‐Renouf et al (2016) 1 report that most Americans value caring for the environment, future generations, and the poor, but they do not necessarily understand that mitigating climate change would benefit all three entities. By “reframing, repositioning, and reprioritizing” sacred values in relation to climate justice, politicians, activists, and negotiators can flexibly manage them to garner more support for altruistic or redistributive climate policies (Argo & Ginges, 2015). Even religious leaders like the Pope have been successful in swaying public opinion in favor of pro‐climate action.…”

Section: Challenges and Solutions From Social Psychologymentioning

confidence: 99%

Multilevel intergroup conflict at the core of climate (in)justice: Psychological challenges and ways forward

Majumdar

Weber

2023

WIREs Climate Change

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Although developed countries have been historically responsible for causing climate change, developing countries are more vulnerable to its current and future effects and being asked to commit to levels of climate action that exceed their responsibilities and capabilities. Climate change exacerbates existing social inequities by disproportionately impacting certain groups (including women, racial minorities, and the poor) more than others. Powerful institutions such as the government and the academy have a responsibility to alter this course and advance climate justice but are themselves marred by inequities. Given these disparities, the question of how the burden of climate change mitigation should be justly distributed amongst stakeholders is of paramount importance to international and domestic climate negotiations. Insights from the social identity and group processes literatures explain how experiences of inequity along geographical and sociodemographic dimensions generate identities and groups. As group members, people are sensitive to threats to the ingroup, experience collective emotions on behalf of the group, and differentially apply morality to in‐ versus outgroups. Members are also incentivized to protect and further their group's interests relative to outgroups. Social psychology offers some promising avenues of research for potential solutions to mitigate the multilevel intergroup conflict posing as a barrier to climate justice. Climate governance recommendations to policymakers and negotiators include incentivizing integrative solutions and fully considering the justice implications of climate policy. Climate scholars are encouraged to pursue interdisciplinary collaborations, improve diversity within the academy and in research samples, and prioritize climate adaptation in developing contexts.This article is categorized under: Climate, History, Society, Culture > Disciplinary Perspectives Climate, Nature, and Ethics > Climate Change and Global Justice

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Moral Conflicts and Dark Resolutions

Jones¹

2016

Leading Through Conflict

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Beyond Impasse: Addressing Sacred Values in International Political Negotiations

Cited by 3 publications

References 52 publications

Negotiation Impasses: Types, Causes, and Resolutions

Negotiation Impasses: Types, Causes, and Resolutions

Multilevel intergroup conflict at the core of climate (in)justice: Psychological challenges and ways forward

Moral Conflicts and Dark Resolutions

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