The 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…mehr
The 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.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
VICTOR A. KREMENYUK, Ph.D., director of science (history), is deputy director at the The Institute for the USA and Canadian Studies, Russian Academy of Sciences. His areas of interest are international conflict resolution, crisis management, and foreign policy negotiation process. He has published more than one hundred works in Russian and other languages, including Processes of International Negotiations (F. Mautner-Markhof, ed.), Windows of Opportunity (G. Allison, W. Ury, and B. Allyn, eds.), and Cold War as Cooperation (R. Kanet and E. Kolodziej, eds.). Since 1988, he has been an IIASA research associate in the Processes of International Negotiations Project. Contributors to the book include I. William Zartman, Guy Olivier Faure, Jeffrey Rubin, and 20 other experts.
Inhaltsangabe
Preface 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
Preface 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
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