{"product_id":"international-negotiation-9780787958862","title":"International Negotiation","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"...is an excellent read...\" (\u003ci\u003eThe Texas Mediator\u003c\/i\u003e, Spring 2002)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface to the 1991 Edition xi\u003c\/p\u003e \u003cp\u003ePreface to the 2002 Edition xvii\u003c\/p\u003e \u003cp\u003eAbout the Contributors xxii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One: Levels of Analysis 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Contributions of Applied Systems Analysis to International Negotiation 5\u003cbr\u003e \u003ci\u003eHoward Raiffa\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e2 The Emerging System of International Negotiation 22\u003cbr\u003e \u003ci\u003eVictor A Kremenyuk\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e3 The Negotiation Process 39\u003cbr\u003e \u003ci\u003eChristophe Dupont and Guy-Olivier Faure\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e4 Metaphors for Understanding International Negotiation 64\u003cbr\u003e \u003ci\u003eVictor M Sergeev\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e5 The Structure of Negotiation 71\u003cbr\u003e \u003ci\u003eI William Zartman\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e6 Strategy in Negotiation 85\u003cbr\u003e \u003ci\u003eDean G Pruitt\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e7 The Actors in Negotiation 97\u003cbr\u003e \u003ci\u003eJeffrey Z Rubin\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e8 The Outcomes of Negotiation 110\u003cbr\u003e \u003ci\u003eArild Underdal\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Approaches And Perspectives 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 Historical Approach 131\u003cbr\u003e \u003ci\u003eJean F Freymond\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e10 The Legal Perspective on International Negotiations 145\u003cbr\u003e \u003ci\u003eFranz Cede\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e11 Organizational Theory 159\u003cbr\u003e \u003ci\u003eRobert L Kahn\u003cbr\u003e Addendum by Roy J Lewicki\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e12 Economic Perspective 186\u003cbr\u003e \u003ci\u003eJohn G Cross\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e13 Game Theory 202\u003cbr\u003e \u003ci\u003eRudolf Avenhaus\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e14 International Negotiation Analysis 229\u003cbr\u003e \u003ci\u003eJames K Sebenius\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e15 Psychological Approach 256\u003cbr\u003e \u003ci\u003eJeffrey Z Rubin\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e16 Cognitive Theory 270\u003cbr\u003e \u003ci\u003eChrister Jönsson\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e17 Content Analysis 288\u003cbr\u003e \u003ci\u003eDaniel Druckman with the collaboration of P Terrence Hopmann\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: Issues 313\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e18 Arms Control and Arms Reduction: View I 315\u003cbr\u003e \u003ci\u003eP Terrence Hopmann with the collaboration of Daniel Druckman\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e19 Arms Control and Arms Reduction: View II 334\u003cbr\u003e \u003ci\u003eAlexei G Arbatov\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e20 Regional Conflict Resolution 348\u003cbr\u003e \u003ci\u003eI William Zartman\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362\u003cbr\u003e \u003ci\u003eGunnar Sjöstedt\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e22 International Business Negotiations 375\u003cbr\u003e \u003ci\u003eChristophe Dupont\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e23 International Negotiation: The Cultural Dimension 392\u003cbr\u003e \u003ci\u003eGuy-Olivier Faure\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e24 Negotiations with Terrorists 416\u003cbr\u003e \u003ci\u003eRichard E Hayes\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four: Education And Training 431\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e25 Development of Negotiating Skills 433\u003cbr\u003e \u003ci\u003eWillem F G Mastenbroek\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e26 Training of Negotiators 455\u003cbr\u003e \u003ci\u003ePaul W Meerts\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e27 Simulation for Teaching and Analysis 465\u003cbr\u003e \u003ci\u003eGilbert R Winham\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eAfterword 481\u003cbr\u003e \u003ci\u003eVictor A Kremenyuk\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eReferences 485\u003c\/p\u003e \u003cp\u003eAbout IIASA 537\u003c\/p\u003e \u003cp\u003eName Index 539\u003c\/p\u003e \u003cp\u003eSubject Index 549\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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