Economic opportunities can be nimble tools of bargaining. When denied, they can be potent tools of coercion. When showcased they can serve as powerful incentives to reach agreement. If skillfully used to simultaneously pressure and entice, economic prospects can improve the chances of agreement within the respective negotiation teams in order for them to reach a deal across the table. This chapter critically analyzes the role of economic incentives and pressure in the nuclear negotiations between the international community and Iran. It discusses how an economic coercion and inducements campaign can help shape the internal consensus in Tehran in favor of a deal. In particular, a concerted effort to understand the opposing side’s negotiation band — the environment of “behind the table” constraints that shape the resulting bargaining strategy — can increase the chances of success in negotiation. Understanding a negotiator’s negotiation band requires a careful analysis of domestic political dynamics during the preparatory stage, active listening during negotiation, and outreach to deal advocates throughout the process to help them shift the domestic balance in favor of a deal.
Kogan, E. (2015), "Economic Incentives and Pressure in Nuclear Negotiations with Iran", Reintegrating Iran with the West: Challenges and Opportunities (International Business and Management, Vol. 31), Emerald Group Publishing Limited, pp. 91-105. https://doi.org/10.1108/S1876-066X20150000031013Download as .RIS
Emerald Group Publishing Limited
Copyright © 2015 Emerald Group Publishing Limited