information management

" ... (it) is a basic means of getting what you want from others. It is back-and-forth

communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed."(R.

Fisher, W. Ury: 1981)

NEGOTIATIONS

TAKE-OFF : PRENEGOTIATION•1. AGREEMENT ABOUT NEED TO

NEGOTIATE

•2. SEARCH FOR AGENDA

•3. AGREE ON SET OF PRINCIPLES & OBJECTIVES

•4. AGREE ON RULES OF CONDUCT

•5. EXPLORE THE FIELD

CRUISING : NEGOTIATION

•6. NARROW DIFFERENCES

•7. AGREE ON A FORMULA - in principle

•8. PRELIMINARIES TO FINAL PHASE OF DECISION-MAKING

•9. CLAIMING : CARVING UP

LANDING : IMPLEMENTATION•10. AGREE ON IMPLEMENTATION

DETAILS

•11. RITUALIZE OUTCOME

•12. EXECUTE OUTCOME / AGREEMENT

• ***** CREATE CONTEXT FOR “RENEGOTIATION”

"without communication there is no negotiation" (Fisher and Ury, 1981:

33)

"in essence, international negotiation is

communication" (Stein, 1988: 222).

communication

information

knowledge

cognitive advantage

formal/informal

written/unwritten

value - credibility - authority

language

documents

treatiesEP report

council’s rules of procedure

proposal

agenda

during negotiation

interventionsconversations

questions / answers

written proposals

information gathering

EUROPEAN EUROPEAN COMMISSIONCOMMISSIONEUROPEAN EUROPEAN

COMMISSIONCOMMISSION

EUROPEAN EUROPEAN PARLIAMENTPARLIAMENTEUROPEAN EUROPEAN

PARLIAMENTPARLIAMENT

COUNCICOUNCILL

COUNCICOUNCILL

LEGISLATIVELEGISLATIVEACTACT

LEGISLATIVELEGISLATIVEACTACT

multilevel networksmember states

council

council

parliament

parliament

commission

commissionEU institutions

pan-europeanorganizations