AN ANALYSIS OF INTEGRATIVE OUTCOMES IN THE DAYTON PEACE NEGOTIATIONS

images (7)AN ANALYSIS OF INTEGRATIVE OUTCOMES IN
THE DAYTON PEACE NEGOTIATIONS

Nimet Beriker-Atiyas
Sabanci University, Turkey
Tijen Demirel-Pegg
Bilkent University, Turkey

The nature of the negotiated outcomes of the eight issues of the Dayton Peace
Agreement was studied in terms of their integrative and distributive aspects. In
cases where integrative elements were found, further analysis was conducted by
concentrating on Pruitt’s five types of integrative solutions: expanding the pie,
cost cutting, non-specific compensation, logrolling, and bridging. The results
showed that real world international negotiations can arrive at integrative
agreements even when they involve redistribution of resources (in this casi
redistribution of former Yugoslavia). Another conclusion was that an agreement
can consist of several distributive outcomes and several integrative outcomes
produced by different kinds of mechanisms. Similarly, in single issues more than
one mechanism can be used simultaneously. Some distributive bargaining was
needed in order to determine how much compensation was required. Finally,
each integrative formula had some distributive aspects as well.
Integrative and distributive bargaining are two important conceptual constructs of the
negotiation literature. It would not be wrong to argue that the terminology was inspired first
by the categories and techniques of game theory. Accordingly, Rapoport’s (1960) work on
«Fights, Games and Debates» and Schelling’s (1960) «Strategy of Conflict» are important
points of departure. In the behavioral tradition

AN ANALYSIS OF INTEGRATIVE OUTCOMES IN THE DAYTON PEACE NEGOTIATIONS

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