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 论文编号：
lw200801172135329962 |
| 论文属性：
dissertation |
| 论文语言：English |
| 论文国家：China |
| 登出日期： 2008-01-17 |
| 字数： 3000 |
| 源程序：
无 |
| 价格：
免费论文 |
| 注明： |
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| 论文大纲，目录 |
| 关键词搜索：Collaborative Principled Negotiation |
e traditional win—lose model is that both parties won’t only seek means to fulfill one’s own interests but also hope the interests of the other party may be realized more or less. Negotiations guided by such method are to be conducted in an atmosphere of mutual understanding and sincere cooperation and will be concluded with mutually accepted agreement to the satisfaction of both parties. The negotiation between Egypt and Israel on Sinai Peninsula provides an excellent example contrasting the striking effects of win—lose and win—win Collaborative Principled Negotiation.
The Middle East War of 1967 ended with Israel’s occupation of 60,000 square kilometers of Sinai Peninsula. As the mediators between the two countries, US and some other countries had striven for11 years to help the two countries settle the dispute through negotiations. However all efforts failed since both sides adhered firmly to their own stance and showed no flexibility. For Egypt, the occupied Sinai was indispensable part of Egyptian territory. In view of the territorial integrity and national sovereignty, Egypt was entitled to recovering it without any conditions; for Israel, the occupation of Sinai was for the sake of Israel’s security since several military attacks against Israel were launched from the Peninsula. In 1978 the peaceful negotiation was reopened at the Camp David in US, which was conducted, this time, by a completely new guideline of win—win Collaborative Principled Negotiation . T he 英语论文网 【http://www.51lunwen.org】two parties were encouraged to reexamine their own interests as well as interests of their counterparts. It was found out that Egyptian’s primary interests lied in the recovery of its territory, not threatening Israel’s security whereas Israel didn’t mean to expand its territory but rather to ensure its safety. Based on this mutual understanding, an acceptable accord was reached: Israel returned the occupied territory to Egypt, who in turn designated much part of Sinai as Nonmilitary Zone. A dispute dragging for 11 years was resolved in a matter of 12 days.
Collaborative principled negotiation avoids much inefficient argument and reduces the repetition of negotiation to make the agreement everlasting bounded.
5 Conclusion
In a word, collaborative principled negotiation is a negotiation method that is explicitly designed to produce outcomes efficiently and amicably and also one of the most powerful influences on the study and practice of negotiations within all situations and types. It provides us with a way to reach a wise agreement for tough negotiations because it takes into full consideration of both sides’ interests, which contribute greatly to the mutual understanding of negotiating parties, therefore, it can bring about positive results that both parties expect. It doesn’t rely on playing tricks or negotiators’ resourcefulness but on fairness, objectiveness and mutual understanding to reach a wise agreement. Collaborative principled negotiation signif
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