Suchergebnisse

Purpose
The media, private citizens and other stakeholders regularly appraise political negotiations, but the character of these negotiations and the reasons for outcomes are little understood. The purpose of this conceptual paper is to discuss this character and explore its implications.


Design/methodology/approach
This is a conceptual paper. The author carried out a literature review and used his experiences in supervising political negotiation simulations.


Findings
The author argues that political negotiations have several specific characteristics that distinguish them from other kinds of negotiations. Political negotiations, for instance, tend to address often rather fuzzy public interests, involve value conflicts or are simultaneously performed "on stage" and "behind the scenes." These characteristics may matter, as they can provide structural disincentives to negotiators, who might be tempted to focus on selling outcomes rather than on improving them ("saleability-oriented negotiating"). Hence, the author argues that political negotiators and their stakeholders face the challenge that political contexts may foster weak negotiation performances.


Practical implications
The author proposes an approach to political negotiations' training that takes the findings of this paper into consideration.


Originality/value
This paper is the first, to the best of the author's knowledge, to provide a detailed characterization of political negotiations and to discuss related implications.

In this cumulative thesis, I present four manuscripts and two appendixes. In the manuscripts I discuss mindsets and their relation to the effectiveness of negotiation training. My general claim is that mindsets promise to be relevant for training effectiveness. Still, more research needs to be done and my co-authors of chapter 3 and I present the Scale for the Integrative Mindset of Negotiators (SIM) that can be used for some of that research. In the appendixes, I present two negotiation training exercises. The first addresses an international refugee policy summit and the second a negotiation over the sale of a large solar pv park in Thailand. ; In dieser kumulativen Dissertation präsentiere ich für Manuskripte und zwei Anhänge. In den Manuskripten diskutiere ich Mindsets und ihre Beziehung zur Effektivität von Verhandlungstrainings. Meine allgemeine These ist, dass Mindsets viel Relevanz für Trainings-Effektivität versprechen. Dennoch muss mehr Forschung durchgeführt werden und meine Ko-Autoren von Kapitel 3 und ich präsentieren die Scale for the Integrative Mindset of Negotiators (SIM), welche für einen Teil dieser Forschung verwendet werden kann. In den Anhängen stelle ich zwei Übungen für Verhandlungstrainings vor. In der ersten geht es um einen internationalen Gipfel zur Flüchtlingspolitik und in der zweiten um den Verkauf eines großen Solarparks in Thailand.