Description
Book SynopsisThe first edition of International Negotiation became a best-selling classic in the field of global conflict resolution. This second edition has been substantially revised and updated to meet the challenges of today''s complex international community. Developed under the direction of the International Institute for Applied Systems Analysis, this important resource contains contributions from some of the world''s leading experts in international negotiation, representing a wide range of nations and disciplines. They offer a synthesis of contemporary negotiation theory, perspectives for understanding negotiation dynamics, and strategies for producing mutually satisfactory and enduring agreements that is particularly relevant in these times.
Trade Review"...is an excellent read..." (
The Texas Mediator, Spring 2002)
Table of ContentsPreface to the 1991 Edition xi
Preface to the 2002 Edition xvii
About the Contributors xxii
Part One: Levels of Analysis 1
1 Contributions of Applied Systems Analysis to International Negotiation 5
Howard Raiffa
2 The Emerging System of International Negotiation 22
Victor A Kremenyuk
3 The Negotiation Process 39
Christophe Dupont and Guy-Olivier Faure
4 Metaphors for Understanding International Negotiation 64
Victor M Sergeev
5 The Structure of Negotiation 71
I William Zartman
6 Strategy in Negotiation 85
Dean G Pruitt
7 The Actors in Negotiation 97
Jeffrey Z Rubin
8 The Outcomes of Negotiation 110
Arild Underdal
Part Two: Approaches And Perspectives 127
9 Historical Approach 131
Jean F Freymond
10 The Legal Perspective on International Negotiations 145
Franz Cede
11 Organizational Theory 159
Robert L Kahn
Addendum by Roy J Lewicki
12 Economic Perspective 186
John G Cross
13 Game Theory 202
Rudolf Avenhaus
14 International Negotiation Analysis 229
James K Sebenius
15 Psychological Approach 256
Jeffrey Z Rubin
16 Cognitive Theory 270
Christer Jönsson
17 Content Analysis 288
Daniel Druckman with the collaboration of P Terrence Hopmann
Part Three: Issues 313
18 Arms Control and Arms Reduction: View I 315
P Terrence Hopmann with the collaboration of Daniel Druckman
19 Arms Control and Arms Reduction: View II 334
Alexei G Arbatov
20 Regional Conflict Resolution 348
I William Zartman
21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362
Gunnar Sjöstedt
22 International Business Negotiations 375
Christophe Dupont
23 International Negotiation: The Cultural Dimension 392
Guy-Olivier Faure
24 Negotiations with Terrorists 416
Richard E Hayes
Part Four: Education And Training 431
25 Development of Negotiating Skills 433
Willem F G Mastenbroek
26 Training of Negotiators 455
Paul W Meerts
27 Simulation for Teaching and Analysis 465
Gilbert R Winham
Afterword 481
Victor A Kremenyuk
References 485
About IIASA 537
Name Index 539
Subject Index 549
