GETTING TO YES: NEGOTIATING AN ARMENIA-AZERBAIJAN AGREEMENT. : PRINCIPLED NEGOTIATION VERSUS POSITIONAL BARGAINING

Abstract

The article studies the application of basic provisions of ‘principled negotiation’ method to the on-going Armenia-Azerbaijan netotiation. The method was developed in early 1980s at the Harvard Negotiation Project. A distinctive feature of the method is the attitude towards negotiations as a mutual search for a solution beneficial to the parties. Cooperation between parties is vital to negotiation process. Considering each other’s interests is indispensable part of negotiation process. The author argues that ‘principled negotiation’ method could bring the security and long-lasting peace to the region of the South Caucasus.