Negotiation Power: How Humanitarian Frontliners Get Things Done with Hard Bargainers

IF 0.8 4区 管理学 Q4 MANAGEMENT
Alain Lempereur
{"title":"Negotiation Power: How Humanitarian Frontliners Get Things Done with Hard Bargainers","authors":"Alain Lempereur","doi":"10.1111/nejo.12441","DOIUrl":null,"url":null,"abstract":"Hard bargainers are known to dictate terms. Humanitarian frontliners confront them daily. Some state and nonstate counterparts, guided by military necessity, are deemed so overpowering that it seems impossible to negotiate humanitarian necessity with them. And yet, humanitarians leverage negotiations with quite an edge. They construct working relationships and creative solutions to get access and deliver humanitarian aid to those affected by conflict. Humanitarians shape a responsible approach that can enrich the understanding of negotiation power. Guided by humanitarian principles, they do not exercise a power over anyone but leverage a power of getting things done with counterparts, through relational, transactional, and process moves. The purpose of this article is both descriptive and prescriptive. On the one hand, it provides examples to document humanitarian negotiation practices of empowerment and to contribute to a general theory of negotiation power. On the other hand, the article provides some recommendations from negotiation theory to empower humanitarians. Indirectly, by analyzing and supporting the power of humanitarian frontliners, this article also aims at refining the reflection and action of every negotiator when confronted with tough bargainers.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":null,"pages":null},"PeriodicalIF":0.8000,"publicationDate":"2023-10-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Negotiation Journal","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1111/nejo.12441","RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q4","JCRName":"MANAGEMENT","Score":null,"Total":0}
引用次数: 0

Abstract

Hard bargainers are known to dictate terms. Humanitarian frontliners confront them daily. Some state and nonstate counterparts, guided by military necessity, are deemed so overpowering that it seems impossible to negotiate humanitarian necessity with them. And yet, humanitarians leverage negotiations with quite an edge. They construct working relationships and creative solutions to get access and deliver humanitarian aid to those affected by conflict. Humanitarians shape a responsible approach that can enrich the understanding of negotiation power. Guided by humanitarian principles, they do not exercise a power over anyone but leverage a power of getting things done with counterparts, through relational, transactional, and process moves. The purpose of this article is both descriptive and prescriptive. On the one hand, it provides examples to document humanitarian negotiation practices of empowerment and to contribute to a general theory of negotiation power. On the other hand, the article provides some recommendations from negotiation theory to empower humanitarians. Indirectly, by analyzing and supporting the power of humanitarian frontliners, this article also aims at refining the reflection and action of every negotiator when confronted with tough bargainers.
谈判能力:人道主义前线如何与强硬的谈判者达成协议
众所周知,强硬的谈判者会发号施令。人道主义前线每天都要面对他们。在军事需要的指导下,一些国家和非国家的对手被认为是如此强大,以至于似乎不可能与他们就人道主义需要进行谈判。然而,人道主义者利用谈判取得了相当大的优势。他们建立工作关系和创造性的解决方案,为受冲突影响的人提供人道主义援助。人道主义者塑造了一种负责任的方法,可以丰富对谈判能力的理解。在人道主义原则的指导下,他们不会对任何人行使权力,而是通过关系、事务和过程行动,利用与对手一起完成任务的权力。这篇文章的目的既是描述性的,也是规范性的。一方面,它提供了实例来记录赋予权力的人道主义谈判实践,并为谈判权力的一般理论作出贡献。另一方面,本文从谈判理论的角度提出了赋予人道主义者权力的建议。间接地,通过分析和支持人道主义前线的力量,本文还旨在提炼每个谈判者在面对强硬的谈判者时的反思和行动。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
求助全文
约1分钟内获得全文 求助全文
来源期刊
CiteScore
1.80
自引率
12.50%
发文量
36
期刊介绍: Negotiation Journal is committed to the development of better strategies for resolving differences through the give-and-take process of negotiation. Negotiation Journal"s eclectic, multidisciplinary approach reinforces its reputation as an invaluable international resource for anyone interested in the practice and analysis of negotiation, mediation, and conflict resolution including: - educators - researchers - diplomats - lawyers - business leaders - labor negotiators - government officials - and mediators
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
确定
请完成安全验证×
copy
已复制链接
快去分享给好友吧!
我知道了
右上角分享
点击右上角分享
0
联系我们:info@booksci.cn Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。 Copyright © 2023 布克学术 All rights reserved.
京ICP备2023020795号-1
ghs 京公网安备 11010802042870号
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术官方微信