2023
Negotiating and
Peacemaking
SUMMARY LECTURES
MATTHIJSSEN, A.E.E. (ANNE)
,Table of Contents
Lecture 1 Peacemaking in Conflict Resolution ..................................................................................... 5
What is Conflict? ............................................................................................................................... 5
Peacemaking as Conflict Resolution................................................................................................ 5
Positions/Interests/Needs .................................................................................................................. 5
What is Negotiation? ......................................................................................................................... 5
Definitions .......................................................................................................................................... 6
Lecture 2 Actors, System, & Practices: Negotiation & Peacemaking .................................................. 7
Structure and Agency........................................................................................................................ 7
Structure......................................................................................................................................................... 7
Agency ........................................................................................................................................................... 7
New Complex Negotiation Practices................................................................................................ 7
Negotiation as a Game ...................................................................................................................... 8
Lecture 3 Issues & Interests: Negotiation & Peacemaking .................................................................. 9
Positions/Interests/Needs .................................................................................................................. 9
Interests .............................................................................................................................................. 9
Issue Salience ................................................................................................................................... 10
1. The distribution of costs and benefits among domestic actors: ......................................................... 10
2. The commitment of key individuals and groups to the negotiation issue ...........................................11
3. The urgency that the presence of a crisis situation adds .....................................................................11
4. The level of the media attention focused on the negotiations .............................................................11
Two-Level Games ............................................................................................................................ 12
Openness vs. secrecy (Back Channel Negotiation) ..................................................................................... 12
Regime type ................................................................................................................................................. 12
Lecture 4 Negotiation Strategies: Negotiation & Peacemaking ........................................................ 14
Hard (Distributive) Bargaining...................................................................................................... 14
Integrative bargaining .................................................................................................................... 14
Key ideas .......................................................................................................................................... 15
Negotiation Jujitsu (Fisher & Ury) ................................................................................................ 15
Lecture 5 Negotiating Across Cultures: Negotiation & Peacemaking ............................................... 16
1
, Defining Culture .............................................................................................................................. 16
What is culture? .............................................................................................................................. 16
Three main aspects define culture: ................................................................................................ 16
Recognizing cultural differences .................................................................................................... 17
High Context vs. Low Context ....................................................................................................... 17
Cultural Dimensions ....................................................................................................................... 18
Power distance index ................................................................................................................................... 18
Individualism vs. collectivism ..................................................................................................................... 18
Uncertainty avoidance ................................................................................................................................. 19
Masculinity vs. feminity .............................................................................................................................. 19
A Global Elite Culture? .................................................................................................................. 20
Lecture 6 Power & Negotiation: Negotiation & Peacemaking........................................................... 21
Four ways of looking at Power ....................................................................................................... 21
Power as Force............................................................................................................................................. 21
Power as Possession .................................................................................................................................... 21
Power as Ability........................................................................................................................................... 21
Power as (Purposeful) Action ...................................................................................................................... 21
Power in (Pre)Negotiation (Leverage) ........................................................................................... 22
Strategic Power ............................................................................................................................................ 22
Tactical Power (at the table) ........................................................................................................................ 22
(Exercise of) Strategic Power ......................................................................................................... 22
Hard power (coercive diplomacy) ............................................................................................................... 22
Soft Power (Public Diplomacy) ................................................................................................................... 23
Smart Power ................................................................................................................................................ 23
The Structuralist Dilemma ............................................................................................................. 23
Strategies by Weaker Parties........................................................................................................................ 24
Key Points ........................................................................................................................................ 24
Lecture 7 The Negotiation Process: Timing, Phases, and Ripeness Theory...................................... 25
The Negotiation Process.................................................................................................................. 25
Negotiation as Phases ...................................................................................................................... 25
Negotiation as a Sequence of Stages .............................................................................................. 26
Negotiation as a Sequence of Stages (Shell, 1999) ..................................................................................... 26
What is Prenegotiation?.................................................................................................................. 27
2
, The end of prenegotiation ............................................................................................................................ 27
Prenegotiation as Phases (Saunders 1985) .................................................................................................. 27
Key Issues in Prenegotiation ....................................................................................................................... 27
Why is Prenegotiation Necessary? .............................................................................................................. 28
Planning and Preparation .............................................................................................................. 28
Timing: The Ripeness Theory ........................................................................................................ 29
When is a Conflict Mature (Ripe)?.............................................................................................................. 29
Fostering a sense of ripeness .......................................................................................................... 29
Limits? A Practitioner's View (Lederach)..................................................................................... 30
Lecture 8 The negotiation process: a practitioner’s guide .................................................................. 31
What are intractable conflicts? ...................................................................................................... 31
The causes of intractability............................................................................................................. 31
Phases of intractability.................................................................................................................... 32
The role of the mediator ................................................................................................................. 32
Key points ........................................................................................................................................ 33
Lecture 9 International Mediation (1/3) .............................................................................................. 34
What is mediation? ......................................................................................................................... 34
Nature of the mediator – Who?...................................................................................................... 34
International and regional organizations ..................................................................................................... 34
Religious organizations, humanitarian NGOs, and advocacy groups ......................................................... 34
Nature of the mediator – Partiality................................................................................................ 35
Reputational ................................................................................................................................................. 35
The bias of the mediator .............................................................................................................................. 35
Nature of the mediator – Leverage ................................................................................................ 35
Strategic power ............................................................................................................................................ 36
Tactical power .............................................................................................................................................. 36
The nature of parties ....................................................................................................................... 36
Party arithmetic............................................................................................................................................ 36
Internal cohesiveness ................................................................................................................................... 36
The regime type ........................................................................................................................................... 36
Nature of the dispute – Ripeness .................................................................................................... 37
Nature of the dispute – Tractability ............................................................................................... 37
3
, Performance..................................................................................................................................... 38
Is the mediatior credible .............................................................................................................................. 39
Implementation................................................................................................................................ 39
Post-agreement dynamic................................................................................................................. 40
Actions of implementation .............................................................................................................. 41
1. Power Sharing.......................................................................................................................................... 41
2. Demilitarization (Decommissioning) ...................................................................................................... 41
3. Reforms ................................................................................................................................................... 41
4. Keeping to the Schedule .......................................................................................................................... 42
Failure to implement ....................................................................................................................... 42
1. By Choice ................................................................................................................................................ 42
2. Lack of Resources, Ability, Expertise...................................................................................................... 42
3. Focusing on Long-term Issues ................................................................................................................. 42
4. Failure to Manage Small Catastrophes .................................................................................................... 42
Third party roles ............................................................................................................................. 42
1. Holding Parties to Their Word ................................................................................................................. 43
2. Marshaling Resources.............................................................................................................................. 43
3. Nurturing the Moderate Middle ............................................................................................................... 43
4. Putting out Fires Everywhere .................................................................................................................. 43
Outcomes: Measuring success ........................................................................................................ 43
Lecture 10 International Mediation (2/3) ............................................................................................ 44
Text 1 ................................................................................................................................................ 44
Text 2 ................................................................................................................................................ 45
Lecture 11 International Mediation (3/3) ............................................................................................ 47
Text 1 ................................................................................................................................................ 47
4
, Lecture 1 Peacemaking in Conflict Resolution
Session 1 – Apr. 11, 2023
Dr. Romain Malejacq
What is Conflict?
Conflict can be defined as an active disagreement between people with opposing opinions or
principles. It can also refer to fighting between two or more groups of people or countries. Conflict is
inherent in social relations and plays a central role in the process of change. While conflict presents
challenges, it also provides opportunities. The form of intervention required depends on the analysis
of the conflict.
Peacemaking as Conflict Resolution
Peacemaking can be achieved through various approaches, including negotiation and mediation.
Negotiation involves two parties engaging in direct communication to address their concerns and
achieve their desired outcomes.
Mediation, on the other hand, involves three parties, with a mediator facilitating communication
between the conflicting parties. Mediation is an external process that aims to help parties find a
mutually acceptable resolution.
In peacemaking, the goal is to transform zero-sum perceptions into a non-zero-sum approach,
promoting cooperative behavior. This process often involves reframing the issues by differentiating
between positions, interests, and needs.
Positions/Interests/Needs
In conflict resolution, it is crucial to understand the distinctions between positions, interests, and
needs. Positions refer to what negotiators explicitly state they want. These positions are often
presented as a comprehensive set of unilateral solutions, sometimes expressed in extreme terms.
Interests are the fundamental demands that inform positions. They serve as means to an end.
Needs can be tangible, such as security, food, shelter, and economic well-being, or intangible, such as
autonomy, self-determination, justice, and equal treatment.
What is Negotiation?
Negotiation is a communication process aimed at achieving specific goals. Parties in conflict work
together to shape an outcome that better serves their interests than their best alternatives.
5
Negotiating and
Peacemaking
SUMMARY LECTURES
MATTHIJSSEN, A.E.E. (ANNE)
,Table of Contents
Lecture 1 Peacemaking in Conflict Resolution ..................................................................................... 5
What is Conflict? ............................................................................................................................... 5
Peacemaking as Conflict Resolution................................................................................................ 5
Positions/Interests/Needs .................................................................................................................. 5
What is Negotiation? ......................................................................................................................... 5
Definitions .......................................................................................................................................... 6
Lecture 2 Actors, System, & Practices: Negotiation & Peacemaking .................................................. 7
Structure and Agency........................................................................................................................ 7
Structure......................................................................................................................................................... 7
Agency ........................................................................................................................................................... 7
New Complex Negotiation Practices................................................................................................ 7
Negotiation as a Game ...................................................................................................................... 8
Lecture 3 Issues & Interests: Negotiation & Peacemaking .................................................................. 9
Positions/Interests/Needs .................................................................................................................. 9
Interests .............................................................................................................................................. 9
Issue Salience ................................................................................................................................... 10
1. The distribution of costs and benefits among domestic actors: ......................................................... 10
2. The commitment of key individuals and groups to the negotiation issue ...........................................11
3. The urgency that the presence of a crisis situation adds .....................................................................11
4. The level of the media attention focused on the negotiations .............................................................11
Two-Level Games ............................................................................................................................ 12
Openness vs. secrecy (Back Channel Negotiation) ..................................................................................... 12
Regime type ................................................................................................................................................. 12
Lecture 4 Negotiation Strategies: Negotiation & Peacemaking ........................................................ 14
Hard (Distributive) Bargaining...................................................................................................... 14
Integrative bargaining .................................................................................................................... 14
Key ideas .......................................................................................................................................... 15
Negotiation Jujitsu (Fisher & Ury) ................................................................................................ 15
Lecture 5 Negotiating Across Cultures: Negotiation & Peacemaking ............................................... 16
1
, Defining Culture .............................................................................................................................. 16
What is culture? .............................................................................................................................. 16
Three main aspects define culture: ................................................................................................ 16
Recognizing cultural differences .................................................................................................... 17
High Context vs. Low Context ....................................................................................................... 17
Cultural Dimensions ....................................................................................................................... 18
Power distance index ................................................................................................................................... 18
Individualism vs. collectivism ..................................................................................................................... 18
Uncertainty avoidance ................................................................................................................................. 19
Masculinity vs. feminity .............................................................................................................................. 19
A Global Elite Culture? .................................................................................................................. 20
Lecture 6 Power & Negotiation: Negotiation & Peacemaking........................................................... 21
Four ways of looking at Power ....................................................................................................... 21
Power as Force............................................................................................................................................. 21
Power as Possession .................................................................................................................................... 21
Power as Ability........................................................................................................................................... 21
Power as (Purposeful) Action ...................................................................................................................... 21
Power in (Pre)Negotiation (Leverage) ........................................................................................... 22
Strategic Power ............................................................................................................................................ 22
Tactical Power (at the table) ........................................................................................................................ 22
(Exercise of) Strategic Power ......................................................................................................... 22
Hard power (coercive diplomacy) ............................................................................................................... 22
Soft Power (Public Diplomacy) ................................................................................................................... 23
Smart Power ................................................................................................................................................ 23
The Structuralist Dilemma ............................................................................................................. 23
Strategies by Weaker Parties........................................................................................................................ 24
Key Points ........................................................................................................................................ 24
Lecture 7 The Negotiation Process: Timing, Phases, and Ripeness Theory...................................... 25
The Negotiation Process.................................................................................................................. 25
Negotiation as Phases ...................................................................................................................... 25
Negotiation as a Sequence of Stages .............................................................................................. 26
Negotiation as a Sequence of Stages (Shell, 1999) ..................................................................................... 26
What is Prenegotiation?.................................................................................................................. 27
2
, The end of prenegotiation ............................................................................................................................ 27
Prenegotiation as Phases (Saunders 1985) .................................................................................................. 27
Key Issues in Prenegotiation ....................................................................................................................... 27
Why is Prenegotiation Necessary? .............................................................................................................. 28
Planning and Preparation .............................................................................................................. 28
Timing: The Ripeness Theory ........................................................................................................ 29
When is a Conflict Mature (Ripe)?.............................................................................................................. 29
Fostering a sense of ripeness .......................................................................................................... 29
Limits? A Practitioner's View (Lederach)..................................................................................... 30
Lecture 8 The negotiation process: a practitioner’s guide .................................................................. 31
What are intractable conflicts? ...................................................................................................... 31
The causes of intractability............................................................................................................. 31
Phases of intractability.................................................................................................................... 32
The role of the mediator ................................................................................................................. 32
Key points ........................................................................................................................................ 33
Lecture 9 International Mediation (1/3) .............................................................................................. 34
What is mediation? ......................................................................................................................... 34
Nature of the mediator – Who?...................................................................................................... 34
International and regional organizations ..................................................................................................... 34
Religious organizations, humanitarian NGOs, and advocacy groups ......................................................... 34
Nature of the mediator – Partiality................................................................................................ 35
Reputational ................................................................................................................................................. 35
The bias of the mediator .............................................................................................................................. 35
Nature of the mediator – Leverage ................................................................................................ 35
Strategic power ............................................................................................................................................ 36
Tactical power .............................................................................................................................................. 36
The nature of parties ....................................................................................................................... 36
Party arithmetic............................................................................................................................................ 36
Internal cohesiveness ................................................................................................................................... 36
The regime type ........................................................................................................................................... 36
Nature of the dispute – Ripeness .................................................................................................... 37
Nature of the dispute – Tractability ............................................................................................... 37
3
, Performance..................................................................................................................................... 38
Is the mediatior credible .............................................................................................................................. 39
Implementation................................................................................................................................ 39
Post-agreement dynamic................................................................................................................. 40
Actions of implementation .............................................................................................................. 41
1. Power Sharing.......................................................................................................................................... 41
2. Demilitarization (Decommissioning) ...................................................................................................... 41
3. Reforms ................................................................................................................................................... 41
4. Keeping to the Schedule .......................................................................................................................... 42
Failure to implement ....................................................................................................................... 42
1. By Choice ................................................................................................................................................ 42
2. Lack of Resources, Ability, Expertise...................................................................................................... 42
3. Focusing on Long-term Issues ................................................................................................................. 42
4. Failure to Manage Small Catastrophes .................................................................................................... 42
Third party roles ............................................................................................................................. 42
1. Holding Parties to Their Word ................................................................................................................. 43
2. Marshaling Resources.............................................................................................................................. 43
3. Nurturing the Moderate Middle ............................................................................................................... 43
4. Putting out Fires Everywhere .................................................................................................................. 43
Outcomes: Measuring success ........................................................................................................ 43
Lecture 10 International Mediation (2/3) ............................................................................................ 44
Text 1 ................................................................................................................................................ 44
Text 2 ................................................................................................................................................ 45
Lecture 11 International Mediation (3/3) ............................................................................................ 47
Text 1 ................................................................................................................................................ 47
4
, Lecture 1 Peacemaking in Conflict Resolution
Session 1 – Apr. 11, 2023
Dr. Romain Malejacq
What is Conflict?
Conflict can be defined as an active disagreement between people with opposing opinions or
principles. It can also refer to fighting between two or more groups of people or countries. Conflict is
inherent in social relations and plays a central role in the process of change. While conflict presents
challenges, it also provides opportunities. The form of intervention required depends on the analysis
of the conflict.
Peacemaking as Conflict Resolution
Peacemaking can be achieved through various approaches, including negotiation and mediation.
Negotiation involves two parties engaging in direct communication to address their concerns and
achieve their desired outcomes.
Mediation, on the other hand, involves three parties, with a mediator facilitating communication
between the conflicting parties. Mediation is an external process that aims to help parties find a
mutually acceptable resolution.
In peacemaking, the goal is to transform zero-sum perceptions into a non-zero-sum approach,
promoting cooperative behavior. This process often involves reframing the issues by differentiating
between positions, interests, and needs.
Positions/Interests/Needs
In conflict resolution, it is crucial to understand the distinctions between positions, interests, and
needs. Positions refer to what negotiators explicitly state they want. These positions are often
presented as a comprehensive set of unilateral solutions, sometimes expressed in extreme terms.
Interests are the fundamental demands that inform positions. They serve as means to an end.
Needs can be tangible, such as security, food, shelter, and economic well-being, or intangible, such as
autonomy, self-determination, justice, and equal treatment.
What is Negotiation?
Negotiation is a communication process aimed at achieving specific goals. Parties in conflict work
together to shape an outcome that better serves their interests than their best alternatives.
5
