US–Iran Negotiations on the Nuclear Issue. An Analysis Based on the Win-Win Negotiation Model Geared Towards Cooperation
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Uniwersytet im. Adama Mickiewicza w Poznaniu
Publication date: 2016-09-30
Stosunki Międzynarodowe – International Relations 2016;52(3):117-132
Integration negotiations of the ‘win-win’ type can be applied in political, economic, trade, international, collective as well as many other types of negotiations. The most important barriers to the application of the principles of the Harvard model are: emotions, narrow-sightedness, insufficient knowledge about the subject of negotiations, haste induced by time pressure, aversion and prejudice, retaliatory actions, and fear of the opponent’s reaction. The aim of the article is to present the negotiations with Iran on the basis of win-win concepts. It points out the barriers that the United States of America and the Islamic Republic of Iran had to overcome in order to reach the nuclear agreement. It further emphasises the limitations resulting from the adopted format of the agreement, which partly fulfils the criteria of win-win negotiations.
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