Description

Book Synopsis
Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations.

Trade Review
This edited volume is a profound study of the relationship between power and negotiation outcomes in situations of asymmetry between two parties. . . . the cases analyzed offer practical lessons for the weaker and stronger parties in negotiations. . . . The various ways in which power is exercised before, during, and at the conclusion of negotiations are clearly presented." —E. Conteh-Morgan, University of South Florida, Choice

Power and Negotiation

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    A Paperback by I. William Zartman

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      Publisher: LUP - University of Michigan Press
      Publication Date: Publication Date: 7/31/2002 12:00:00 AM
      ISBN13: 9780472089079, 978-0472089079
      ISBN10: 0472089072

      Description

      Book Synopsis
      Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations.

      Trade Review
      This edited volume is a profound study of the relationship between power and negotiation outcomes in situations of asymmetry between two parties. . . . the cases analyzed offer practical lessons for the weaker and stronger parties in negotiations. . . . The various ways in which power is exercised before, during, and at the conclusion of negotiations are clearly presented." —E. Conteh-Morgan, University of South Florida, Choice

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