The Strategic Use of Interests,Rights, and Power to Resolve Disputes

To ensure success in resolving difficult disputes, negotiators mustmake strategic decisions about their negotiation approach. In this essay,we make practical recommendations for negotiation strategy based on Ury,Brett, and Goldberg's (1993) interests, rights, and power framework fordispute resolution and subsequent empirical research by Brett, Shapiro, andLytle (1998). We discuss how negotiations cycle through interests, rights,and power foci; the prevalence of reciprocity; and the one-sided,distributive outcomes that result from reciprocity of rights and powercommunications. We then turn to using interests, rights and powerstrategically in negotiations. We discuss choosing an opening stragegy,breaking conflict spirals of reciprocated rights and power communications,and when and how to use rights and power communications effectively innegotiations.     

New Approaches to Old Problems: Lessons from an Ethnic Conciliation Project in Four Central and Eastern European Countries

This case study of Partners for Democratic Change's Local Ethnic Conciliation Program in Bulgaria, the Czech Republic, Hungary, and Slovakia examines: different social psychological processes and perspectives for resolving ethnic minority-majority conflicts; the adaptation of a western conflict resolution model in Central and Eastern Europe; challenges and opportunities for strategic organic development of citizen-based initiatives; and the role of conflict resolution efforts in social change and civil society development in these Central and Eastern European countries. The study suggests a theory-based framework for evaluating interventions into ethnic conflicts and offers recommendations for future applied research and project development.     

Efficiency differentials in peasant agriculture and their implications for development policies

This paper reviews the theoretical and empirical work on allocative efficiency in traditional agriculture and presents a new study of technical efficiency among Tanzanian cotton farmers. The theoretical arguments are shown to apply primarily in a competitive context that differs significantly from that in which peasant farms operate. Re‐analysis of earlier empirical studies shows that, on average, the marginal value products of inputs differ by more than 40 per cent from the marginal factor costs to which they should be equated under allocative efficiency. Our own study among Tanzanian cotton farmers in Geita District reveals that output could be increased by 51 per cent if all farmers achieved those levels of technical efficiency that were in fact achieved by the best farmers in the sample using the same inputs and technologies that the less efficient used. These results indicate that the efficiency hypothesis may not be applicable to much of peasant agriculture and that development policies might fruitfully place more emphasis on raising large numbers of farmers closer to the relatively high efficiency levels achieved by some of their neighbors.