Hostname: page-component-7479d7b7d-wxhwt Total loading time: 0 Render date: 2024-07-13T23:43:25.914Z Has data issue: false hasContentIssue false
  • English
  • Français

RESEARCH ARTICLE: Core Competencies for Natural Resource Negotiation

Published online by Cambridge University Press:  17 October 2005

Shana C. Gillette  and
Berton L. Lamb
Shana C. Gillette
Affiliation:
US Geological Survey, Fort Collins, Colorado
Berton L. Lamb
Affiliation:
US Geological Survey, Fort Collins, Colorado
Get access

Abstract

Natural resource negotiation often involves multiple parties with overlapping interests and issues that can provide opportunities for mutually beneficial solutions. These opportunities can be missed, however, if negotiators are unable to comprehend the facts of a negotiation, understand the interests of other parties, or accurately evaluate the options that increase the size of the negotiation pie. Through structured personal interviews with more than 60 representatives from seven different hydropower negotiations, respondents identified core competencies that help negotiators succeed at accurately comprehending the facts of a negotiation, comprehending the interests of other parties, and fully understanding the available options and alternatives. We categorized those core competencies into three dimensions of negotiation—interpersonal, organizational, and operational.

Type
FEATURES & REVIEWS
Information
Environmental Practice , Volume 7 , Issue 3 , September 2005 , pp. 155 - 164
Copyright
© 2005 National Association of Environmental Professionals

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

References

REFERENCES

Abrams, R. H. 1992. Is the FERC Going with the Flow? A Comment on the Upper Ohio Basin Litigation. Rivers 3:202–207.Google Scholar
Ascher, W. 2001. Coping with Complexity and Organizational Interests in Natural Resource Management. Ecosystems 4(8):742–757.Google Scholar
Ashkenas, R., D. Ulrich, T. Jick, and S. Kerr. 1995. The Boundaryless Organization. Jossey-Bass, San Francisco, 384 pp.
Bazerman, M. H., J. R. Curham, D. H. Moore, and K. L. Valley. 2000. Negotiation. Annual Review of Psychology 51:279–314.Google Scholar
Bazerman, M. H., A. E. Tenbrumsel, and K. A. Wade-Benzoni. 1998. Negotiating with Yourself and Losing: Understanding and Managing Competing Internal Preferences. Academic Management Review 23:225–41.Google Scholar
Beersma, B., and C. K. W. De Dreu. 1999. Negotiation Processes and Outcomes in Prosocially and Egoistically Motivated Groups. International Journal of Conflict Management 10(4):385–402.Google Scholar
Boone, R. T., and R. Buck. 2003. Emotional Expressivity and Trustworthiness: The Role of Nonverbal Behavior in the Evolution of Cooperation. Journal of Nonverbal Behavior 27(3):163–182.Google Scholar
Bordone, R. C. 2000. Teaching Interpersonal Skills for Negotiation and for Life. Negotiation Journal 16(4):377–385.Google Scholar
Brodt, S., and L. Thompson. 2001. Negotiating Teams: A Levels of Analysis Approach. Group Dynamics—Theory and Practice 5(3):208–219.Google Scholar
Chasek, P. S. 2001. Earth Negotiations: Analyzing Thirty Years of Environmental Diplomacy. United Nations University Press, Tokyo, 291 pp.
Friedman, R., C. Anderson, J. Brett, and C. C. Lisco. 2004. The Positive and Negative Effects of Anger on Dispute Resolution: Evidence from Electronically Mediated Disputes. Journal of Applied Psychology 89(2):369–376.Google Scholar
Garcia-Prieto, P., E. Bellard, and S. C. Schneider. 2003. Experiencing Diversity, Conflict, and Emotions in Teams. Applied Psychology—An International Review 52(3):413–440.Google Scholar
Gist, M. E., and C. K. Stevens. 1998. Effects of Practice Conditions and Supplemental Training Method on Cognitive Learning and Interpersonal Skill Generalization. Organizational Behavior and Human Decision Processes 75(2):142–169.Google Scholar
Greenhalgh, L. 2001. Managing Strategic Relationships. Free Press, New York, 313 pp.
Greenhalgh, L., and D. I. Chapman. 1998. Negotiator Relationships: Construct Measurement, and Demonstration of their Impact on the Process and Outcomes of Negotiation. Group Decision and Negotiation 7(6):465–489.Google Scholar
Hample, D., and J. M. Dallinger. 1995. A Lewinian Perspective on Taking Conflict Personally: Revision, Refinement and Validation of the Instrument. Communication Quarterly 43(3):297–319.Google Scholar
Kahn, R. L. 2002. Organizational Theory. In International Negotiation: Analysis, Approaches, Issues, 2nd Edition, V. A. Kremenyuk, ed. Jossey-Bass, San Francisco, 159–175.
Kerwin, C. M. 1990. Transforming Regulation: A Case Study of Hydropower Licensing. Public Administration Review 50(1):91–100.Google Scholar
Kremenyuk, V. A. 2002. The Emerging System of International Negotiation. In International Negotiation: Analysis, Approaches, Issues, 2nd Edition, V. A. Kremenyuk, ed. Jossey-Bass, San Francisco, 22–38.
Lamb, B. L., N. Burkardt, and J. G. Taylor. 2001. The Importance of Defining Technical Issues in Interagency Environmental Negotiations. Public Works Management and Policy 5:220–232.Google Scholar
Lamb, B. L., S. Gillette, N. Burkardt, and J. G. Taylor. 2002. Success of the North Umpqua River Relicensing Negotiation: A Completion Report. MTF21053, Midcontinent Ecological Science Center. US Geological Survey, Fort Collins, CO, 77 pp.
Lamb, B., J. T. Taylor, N. Burkardt, and S. Gillette. 2005. The Effects of Urgency to Reach Agreement on the Process and Outcome of Multi-Party Natural Resource Negotiations. International Journal of Organization Theory and Behavior 8(3).Google Scholar
Langridge, R. 2002. Changing Legal Regimes and the Allocation of Water between Two California Rivers. Natural Resources Journal 42(2):283–330.Google Scholar
Lewicki, R. J., B. Dineen, and E. Tomlinson. 2002. The Addendum: The 1990s. In International Negotiation: Analysis, Approaches, Issues, 2nd Edition, V. A. Kremenyuk, ed. Jossey-Bass, San Francisco, 175–185.
Lieberfeld, D. 2003. Nelson Mandela: Partisan and Peacemaker. Negotiation Journal 19(3):229–250.Google Scholar
McCreary, S., J. Gamman, B. Brooks, L. Whitman, R. Bryson, B. Fuller, A. McInerny, and R. Glazer. 2001. Applying a Mediated Negotiation Framework to Integrated Coastal Zone Management. Coastal Management 29(3):183–216.Google Scholar
McKinney, B. C., L. Kelly, and R. L. Duran. 1997. The Relationship between Conflict Message Styles and Dimensions of Communication Competence. Communication Reports 10(2):185–196.Google Scholar
McPhee, R. D., and P. Zaug. 2000. The Communicative Constitution of Organizations: A Framework for Explanation. Electronic Journal of Communication 10(1, 2).Google Scholar
Morris, M. W., and D. Keltner. 2000. How Emotions Work: The Social Functions of Emotional Expression in Negotiations. Research in Organizational Behavior 22:1–50.Google Scholar
O'Connor, K. M., and J. A. Arnold. 2001. Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy. Organizational Behavior and Human Decision Process 84(1):148–176.Google Scholar
Ogilvie, J. R., and M. L. Carsky 2002. Building Emotional Intelligence in Negotiations. International Journal of Conflict Management 13(4):381–400.Google Scholar
Pavitt, C., and B. Kemp. 1999. Contextual and Relational Factors in Interpersonal Negotiation Strategy Choice. Communication Quarterly 47(2):133–150.Google Scholar
Polzer, J. T., L. P. Milton, and W. B. Swann. 2002. Capitalizing on Diversity: Interpersonal Congruence in Small Work Groups. Administrative Science Quarterly 47(2): 296–324.Google Scholar
Thompson, L., J. Nadler, and P. H. Kim. 1999. Some Like it Hot: The Case for the Emotional Negotiator. In Shared Cognition in Organizations: The Management of Knowledge, L. Thompson, D. Messick, and J. Levine, eds. Erlbaum, Hillsdale, NJ, 139–61.
Tibon, S. 2000. Personality Traits and Peace Negotiations: Integrative Complexity and Attitudes toward the Middle East Peace Process. Group Decision and Negotiation 9(1):1–15.Google Scholar
Touval, S. 1991. Multilateral Negotiation: An Analytic Approach. In Negotiation Theory and Practice, J. W. Breslin and J. Z. Rubin, eds. Program on Negotiation at Harvard Law School, Cambridge, MA, 445–461.