Abstract
In this chapter, such negotiations are broken down into two stages. The first is the formula stage, and under this heading classic examples such as ‘land for peace’ in the Arab–Israeli conflict are provided, the chief characteristics of a good formula are discussed, and the merits of alternative approaches to securing such an end—including ‘step-by-step’ and ‘linkage’—are considered. The second is the details stage of negotiations, where the formula has to be fleshed out. Here, emphasis is given to explaining why this is the most difficult stage, and how it might be successfully navigated. In describing different negotiating strategies, Homans’s theorem is noted. Among examples provided in this chapter are the nuclear talks with Iran.
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Further Reading
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Berridge, G.R. (2022). ‘Around-the-Table’ Negotiations. In: Diplomacy. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-030-85931-2_3
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DOI: https://doi.org/10.1007/978-3-030-85931-2_3
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