{"product_id":"international-negotiation-isbn-9780787958862","title":"International Negotiation","description":"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. \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  \"...is an excellent read...\" (\u003ci\u003eThe Texas Mediator\u003c\/i\u003e, Spring 2002) 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. Victor A. Kremenyuk, Ph.D., is deputy director at the Institute for the U.S.A. and Canada Studies, Russian Academy of Sciences. Since 1988, he has been an IIASA research associate in the Processes of International Negotiations (PIN) Project.  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.\u003cbr\u003e \"This is the best survey available of the whole field of international negotiation. It's a must for newcomers and is guaranteed to charge the batteries of the most seasoned negotiator.\" \u003cbr\u003e  United States Ambassador (Ret.) James E. Goodby, Distinguished Service Professor Emeritus, Carnegie Mellon University \u003cbr\u003e \u003cbr\u003e \"At a time when culture is woven ever more tightly into the fabric of international negotiation, this revised edition of Kremenyuk's groundbreaking volume offers wise advice and keen insights for navigators of new cultural landscapes.\" \u003cbr\u003e  Melanie Greenberg, program officer, Conflict Resolution Program, The William and Flora Hewlett Foundation \u003cbr\u003e \u003cbr\u003e \"A work that has become an essential text for both our masters and doctoral programs.\" \u003cbr\u003e  Christopher Mitchell, professor of conflict analysis, Institute for Conflict Analysis and Resolution, George Mason University \u003cbr\u003e \u003cbr\u003e \"Vast in scope and varied in approach, International Negotiation is an indispensable and completely revised collection of the leading scholarship. It situates the ever-expanding arenas and forms of negotiation in the context of their analytic insights and disciplinary approaches, giving students and practitioners alike a comprehensive and authoritative guide to the field.\" \u003cbr\u003e  Chester A. Crocker, chairman of the board, U.S. Institute of Peace and professor of strategic studies, School of Foreign Service, Georgetown University \u003cbr\u003e \u003cbr\u003e A Distinguished Panel of Contributors \u003cbr\u003e Alexei G. Arbatov \u003cbr\u003e Rudolf Avenhaus \u003cbr\u003e Franz Cede \u003cbr\u003e John G. Cross \u003cbr\u003e Daniel Druckman \u003cbr\u003e Christophe Dupont \u003cbr\u003e Guy-Olivier Faure \u003cbr\u003e Jean F. Freymond \u003cbr\u003e Richard E. Hayes \u003cbr\u003e P. Terrence Hopmann \u003cbr\u003e Christer Jonsson \u003cbr\u003e Robert L. Kahn \u003cbr\u003e Victor A. Kremenyuk \u003cbr\u003e Roy J. Lewicki \u003cbr\u003e Willem F. G. Mastenbroek \u003cbr\u003e Paul W. Meerts \u003cbr\u003e Dean G. Pruitt \u003cbr\u003e Howard Raiffa \u003cbr\u003e Jeffrey Z. Rubin \u003cbr\u003e James K. Sebenius \u003cbr\u003e Victor M. Sergeev \u003cbr\u003e Gunnar Sjostedt \u003cbr\u003e Arild Underdal \u003cbr\u003e Gilbert R. Winham \u003cbr\u003e I. William Zartman \u003cbr\u003e \u003cbr\u003e The Editor \u003cbr\u003e Victor A. Kremenyuk, Ph.D., is deputy director at the Institute for the U.S.A. and Canada Studies, Russian Academy of Sciences. Since 1988, he has been an IIASA research associate in the Processes of International Negotiations (PIN) Project. \u003cbr\u003e \u003cbr\u003e Sponsored by IIASA  \"This is the best survey available of the whole field of international negotiation. It's a must for newcomers and is guaranteed to charge the batteries of the most seasoned negotiator.\" \u003cbr\u003e  — United States Ambassador (Ret.) James E. Goodby, Distinguished Service Professor Emeritus, Carnegie Mellon University  \u003cp\u003e\"At a time when culture is woven ever more tightly into the fabric of international negotiation, this revised edition of Kremenyuk's groundbreaking volume offers wise advice and keen insights for navigators of new cultural landscapes.\"\u003cbr\u003e  — Melanie Greenberg, program officer, Conflict Resolution Program, The William and Flora Hewlett Foundation\u003c\/p\u003e \u003cp\u003e\"A work that has become an essential text for both our masters and doctoral programs.\"\u003cbr\u003e  — Christopher Mitchell, professor of conflict analysis, Institute for Conflict Analysis and Resolution, George Mason University\u003c\/p\u003e \u003cp\u003e\"Vast in scope and varied in approach, International Negotiation is an indispensable and completely revised collection of the leading scholarship. It situates the ever-expanding arenas and forms of negotiation in the context of their analytic insights and disciplinary approaches, giving students and practitioners alike a comprehensive and authoritative guide to the field.\"\u003cbr\u003e  — Chester A. Crocker, chairman of the board, U.S. Institute of Peace and professor of strategic studies, School of Foreign Service, Georgetown University\u003c\/p\u003e \u003cp\u003e\"The preeminent and comprehensive overview of international negotiations. Explaining their critical and growing importance, and making their inherent complexity much more manageable. Must reading for scholars and serious practitioners alike.\"\u003cbr\u003e  — Bruce Patton, deputy director, Harvard Negotiation Project and coauthor of \u003ci\u003eGetting to Yes\u003c\/i\u003e and \u003ci\u003eDifficult Conversations\u003c\/i\u003e\u003c\/p\u003e","brand":"Jossey-Bass","offers":[{"title":"Default Title","offer_id":47989448081637,"sku":"NP9780787958862","price":93.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780787958862.jpg?v=1761784138","url":"https:\/\/k12savings.com\/es\/products\/international-negotiation-isbn-9780787958862","provider":"K12savings","version":"1.0","type":"link"}