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Byline: Donald J. Noakes (1,2), Liping Fang (2,3), Keith W. Hipel (2), D. Marc Kilgour (4) Keywords: Pacific salmon; fisheries; treaty negotiation; climate change Abstract: Negotiations on a Canada-US Pacific salmon treaty began in 1908 but the first comprehensive treaty was not achieved until 1985. At that time, catches and landed values in the salmon fishery were near record levels and both countries viewed the agreement as a means of enhancing their individual prosperity. After a short period of co-operation, the 1985 treaty was undermined by arguments over catch sharing and the failure to rebuild some important salmon stocks. A revised treaty, agreed upon in 1999, established conservation of salmon as a priority and included a side-payment, in the form of two endowment funds designed in part to appease Canadian concern over catch imbalances. Major shifts in abundances combined with significant reductions in the value of the fishery were key factors in the negotiations. In this paper, we use the graph model for conflict resolution to examine the stability of the revised salmon treaty. Our assessment suggests that the treaty will be stable if the side-payment is maintained or enhanced even if both countries pursue aggressive fishing strategies. If the side-payment is not maintained, then it is likely that all groups will attempt to maximize their catch and Canada will seek a renegotiation of the treaty. Author Affiliation: (1) School of Advanced Technologies and Mathematics, Thompson Rivers University, Kamloops, British Columbia, V2C 5N3, Canada (2) Department of Systems Design Engineering, University of Waterloo, Waterloo, Ontario, N2L 3G1, Canada (3) Department of Mechanical and Industrial Engineering, Ryerson University, Toronto, Ontario, M5B 2K3, Canada (4) Department of Mathematics, Wilfrid Laurier University, Waterloo, Ontario, N2L 3C5, Canada Article History: Registration Date: 15/09/2005 Online Date: 05/01/2006

Byline: Melvin F. Shakun (1) Keywords: conflict; Evolutionary Systems Design (ESD); negotiation; problem solving Abstract: On April 1, 2000 an American surveillance plane and a Chinese fighter plane collided off the coast of China. The Chinese pilot parachuted out of his aircraft but was presumed dead his body was not found. The U.S. plane made an emergency landing at a Chinese military airfield without receiving permission. China thus had possession of the U.S. plane and crew. China said that the U.S. was responsible for the crash and demanded an apology. The U.S. expressed 'regret' over the collision but declared it had no apology to give as the fault lay with the Chinese pilot. On April 10 with negotiation between the two countries remaining deadlocked, the author considered the problem in the Evolutionary Systems Design (ESD) framework. The article discusses the author's analysis and solution, his efforts to implement it, and the agreed solution announced by the U.S. and China on April 11. Author Affiliation: (1) Leonard N. Stern School of Business, New York University, 44 West 4 Street, New York, NY, 10012-1126, USA Article History: Registration Date: 05/10/2004

Byline: Shira Tibon (1,2) Keywords: personality traits; integrative complexity; projective methods; Rorschach measures; support system in negotiation process Abstract: Much of the literature on negotiation focuses on the effect that various personality factors, characterizing the parties or mediators involved in the process, have on negotiation outcomes. Nevertheless, there hardly can be found a study, which examines these factors with psychometrically reliable and valid tools. The present study uses psychodiagnostic projective method for measuring the personality trait known as integrative complexity, which is considered as a basic factor that connects cognitive traits to attitudes toward conflict resolution. In a sample of 26 Israeli students this trait, assessed by two Rorschach measures - the blend responses and the frequency of organizational activity - has been revealed as a personality characteristic that might explain seeking compromise agreements in negotiation. Individuals low in integrative complexity tend to rely on highly competitive and less cooperative tactics much more than highly integrative complex individuals. Projective measures for integrative complexity, assessed in this study, are suggested to test people as they are assigned to teams charged with important tasks involving complex group decisions and negotiation. In future studies of complex group decisions this psychodiagnostic approach might be used as a part of the support systems in the process of group negotiation. Author Affiliation: (1) Tel-Aviv University, Israel (2) Gen-Gurion University, Israel Article History: Registration Date: 09/10/2004

Byline: Gregory Kersten (1), Sunil Noronha (2) Keywords: negotiation; international negotiation; cross-cultural study; Internet; World Wide Web; decision support; negotiation support; preferences Abstract: INSPIRE is a Web-based system for the support and conduct of negotiations. The primary uses of the system are training and research. Between July 1996 and April 1997, 281 bilateral negotiations were conducted through the system by managers, engineers and students from over 50 countries. INSPIRE has been used at eight universities and training centers. In research it is being used to study cross-cultural differences in decision making and the use of computer support in negotiation. This paper outlines the system, the negotiation methodology embedded in it, and reports the initial results of the experimental study of the impact of culture on Web-based bilateral negotiation. Author Affiliation: (1) International Institute for Applied Systems Sciences, Austria and CCAM, Carleton University, Ottawa, K1S 5B6, Canada (2) IBM Thomas J Watson Research Centre, Yorktown Heights, New York, USA Article History: Registration Date: 30/09/2004

Byline: Jeswald W. Salacuse (1) Keywords: negotiation; culture; international business; transactions; relationships; contract; values; joint venture; management; conflict; dispute; deal making; process Abstract: Cultural differences among negotiators is a constant in international business negotiations. Four element of culture - behavior, attitudes, norms and values influence such negotiations particularly with regard to communication, the form and substance of transactions, and negotiating style. Negotiating style involves ten factors, and the article reports survey data on how negotiators cultural differences are suggested. Author Affiliation: (1) The Fletcher School of Law and Diplomacy, Tufts University, Medford, MA, 02155, USA Article History: Registration Date: 30/09/2004

Byline: Melvin F. Shakun (1) Keywords: intercultural problem solving and negotiation; Evolution System Design (ESD); group support systems (GSS); ESD computer culture; cultural emergence Abstract: Intercultural problem solving and negotiation involves interaction of two or more cultures. These processes may be formally modeled using the Evolutionary Systems Design (ESD) framework implemented by appropriate computer group support systems (GSS). The ESD/GSS combination provides an ESD computer culture for intercultural problem solving and negotiation in a same place/same time or telework mode. With this, players in a multicultural group can be computer supported in generating and formally representing an evolving common culture (a situational culture) with regard to the specific problem at hand - an intercultural evolving group problem representation and solution. At the same time, the ESD computer culture provides an operational cybernetic/self-organization framework for the empirical study of cultural emergence in a multicultural group. This paper uses and develops work by Shakun (1996b). Author Affiliation: (1) Leonard N. Stern School of Business, New York University, 44 West 4th Street, New York, NY, 10012-1126, USA Article History: Registration Date: 30/09/2004

Byline: Paul Meerts (1) Keywords: international negotiation; multilateral negotiation; diplomaticnegotiation; negotiation skills; negotiation styles; negotiation forums; European Union; European Community; European Cooperation; conference diplomacy Abstract: Negotiation is one of the major tasks of the 15 member states comprising the European Union (EU). However, not much is known about the behavior and perceptions of those negotiating on behalf of these member states. On the basis of the responses to a survey of EU diplomats and civil servants of the Netherlands, Belgium, Denmark, Ireland, and Portugal, an attempt has been made to develop a profile of 'the' European Union Negotiator. The EU negotiator is less outspoken and more likely to compromise than an 'ideal' profile of the diplomatic negotiator. While negotiators from these member states share important behavioral and attitudinal proclivities, they also differ in many significant ways. This healthy diversity of negotiating approaches is likely to be nurtured by the cooperative and synergistic atmosphere within the European Union. Author Affiliation: (1) Netherlands Institute of International Relations-Clingendael, Clingendael 7, PO Box, 93080, 2509 AB, The Hague, The Netherlands Article History: Registration Date: 18/10/2004

Byline: Pamela Chasek (1) Keywords: multilateral environmental negotiation; process analysis; United Nations; comparative analysis Abstract: Global environmental problems pose important diplomatic and legal challenges to the international community. The nature of these problems requires an unprecedented degree of international cooperation that is achieved through multilateral negotiation, which is often shaped by scientific uncertainty, the complexity of the issues, and the wide range of actors and interests. One way of analyzing and explaining this complicated process is through the use of comparative analysis. By breaking down the negotiating process into a series of phases and turning points, it becomes easier to analyze the roles of different actors, the management of issues, the formation of groups and coalitions, and the art of consensus building. This article uses comparative analysis to characterize, develop, and specify a model of the multilateral environmental negotiation process. The model is elaborated upon inductively through a comparative analysis of eleven cases of multilateral environmental negotiations. Statistical techniques are used to determine whether there is any relationship among attributes of the process (within the phases or at the turning points) and between these characteristics and outcomes. Author Affiliation: (1) Earth Negotiations Bulletin, 212 East 47th Street, Apt. 21F, New York, NY, 10017 Article History: Registration Date: 18/10/2004

Byline: Daniel Druckman (1) Keywords: comparative analyses; international negotiation cases; multidimensional scaling; number of parties and issues; processes and outcomes; taxonomies Abstract: Cases of international negotiation are compared in terms of their similarities and dissimilarities. Using both primary and secondary source materials, each case is coded in terms of aspects of the issues, structure, situation, processes, and outcomes of negotiation. One analysis consisted of 23 cases in which Austrian delegations participated. Multidimensional scaling results indicated that a key dimension was the distinction between small bilateral talks and larger multilateral negotiations. Bilateral talks were more likely to be characterized by treaties, low turnover, stage-like processes, and no deadlines. Correlational findings also showed that outside influences had stronger impacts on outcomes than such internal factors as bureaucratic support. A second scaling analysis, based on cases published by the Johns Hopkins' Foreign Policy Institute, produced two dimensions, number and complexity of the issues. The groupings of the cases also corresponded to Ikle's distinctions among types of negotiation. Correlational findings indicated relationships among aspects of the negotiating situation and outcomes. The article concludes with a comparison of the two analyses. Author Affiliation: (1) National Research Council, 2101 Constitution Avenue, NW, Washington, DC, 20418 Article History: Registration Date: 18/10/2004

Byline: Bertram I. Spector (1) Keywords: analytical methods; analytical requirements; comparative analysis; negotiation training Abstract: Twenty-three cases of international negotiation are analyzed and compared to better understand the role of analytical and informational tools in supporting practical negotiators. For each case, data were gathered through interviews with Austrian diplomats on the type and amount of analytical support provided, associated bureaucratic support, and problems encountered, along with a host of key factors about the case itself-the issues, situation, strategies, process, structures, and outcomes. These data were coded and analyzed statistically. It was found that most analytical support is qualitative in nature and can be categorized as information organizing tools, comparison methods and creativity techniques economic negotiations, in particular, tended to be supported more by quantitative methods, including forecasting and statistical models. Analytical support is particularly important to understand own and other side positions and strategies and to bolster complex negotiations that require issue packaging. A generational gap between senior and mid-level diplomats emerged: junior practitioners expressed a greater interest in analytical support tools. In general, the application of analytical support was perceived positively among practitioners and was correlated with the achievement of treaties and comprehensive solutions. These findings suggest that there needs to be greater investment in developing and providing practical analytical support to negotiators, more supporting infrastructure to facilitate the use of these techniques, and increased training opportunities. Author Affiliation: (1) Center for Negotiation Analysis, 11608 Le Havre Drive, Potomac, MD, 20854 Article History: Registration Date: 18/10/2004