 International Negotiation: Analysis, Approaches, Issues, 2nd Edition
ISBN: 978-0-7879-5886-2
Paperback
592 pages
January 2002, Jossey-Bass
US $70.00
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Preface to the 1991 Edition.
Preface to the 2002 Edition.
About the Contributors.
PART ONE: LEVELS OF ANALYSIS.
1. Contributions of Applied Systems Analysis to International Negotiation (Howard Raiffa).
2. The Emerging System of International Negotiation (Victor A. Kremenyuk).
3. The Negotiation Process (Christophe Dupont and Guy-Olivier Faure).
4. Metaphors for Understanding International Negotiation(Victor M. Sergeev).
5. The Structure of Negotiation (I. William Zartman).
6. Strategy in Negotiation (Dean G. Pruitt).
7. The Actors in Negotiation (Jeffrey Z. Rubin).
8. The Outcomes of Negotiation (Arild Underdal).
PART TWO: APPROACHES AND PERSPECTIVES.
9. Historical Approach (Jean F. Freymond).
10. The Legal Perspective on International Negotiations (Franz Cede).
11. Organizational Theory (Robert L. Kahn) Addendum by (Roy J. Lewicki).
12. Economic Perspective (John G. Cross).
13. Game Theory (Rudolf Avenhaus).
14. International Negotiation Analysis (James K. Sebenius).
15. Psychological Approach (Jeffrey Z. Rubin).
16. Cognitive Theory (Christer Jönsson).
17. Content Analysis (Daniel Druckman with the collaboration of P. Terrence Hopmann).
PART THREE: ISSUES.
18. Arms Control and Arms Reduction: View I (P. Terrence Hopmann with the collaboration of Daniel Druckman).
19. Arms Control and Arms Reduction: View II (Alexei G. Arbatov).
20. Regional Conflict Resolution (I. William Zartman).
21. Negotiation on Trade and the Environment: Variation in the Multilateral Approach (Gunnar Sjöstedt).
22. International Business Negotiations (Christophe Dupont).
23. International Negotiation: The Cultural Dimension (Guy-Olivier Faure).
24. Negotiations with Terrorists (Richard E. Hayes).
PART FOUR: EDUCATION AND TRAINING.
25. Development of Negotiating Skills (Willem F. G. Mastenbroek).
26. Training of Negotiators (Paul W. Meerts).
27. Simulation for Teaching and Analysis (Gilbert R. Winham).
Afterword (Victor A. Kremenyuk).
References.
About IIASA.
Name Index.
Subject Index.
Preface to the 2002 Edition.
About the Contributors.
PART ONE: LEVELS OF ANALYSIS.
1. Contributions of Applied Systems Analysis to International Negotiation (Howard Raiffa).
2. The Emerging System of International Negotiation (Victor A. Kremenyuk).
3. The Negotiation Process (Christophe Dupont and Guy-Olivier Faure).
4. Metaphors for Understanding International Negotiation(Victor M. Sergeev).
5. The Structure of Negotiation (I. William Zartman).
6. Strategy in Negotiation (Dean G. Pruitt).
7. The Actors in Negotiation (Jeffrey Z. Rubin).
8. The Outcomes of Negotiation (Arild Underdal).
PART TWO: APPROACHES AND PERSPECTIVES.
9. Historical Approach (Jean F. Freymond).
10. The Legal Perspective on International Negotiations (Franz Cede).
11. Organizational Theory (Robert L. Kahn) Addendum by (Roy J. Lewicki).
12. Economic Perspective (John G. Cross).
13. Game Theory (Rudolf Avenhaus).
14. International Negotiation Analysis (James K. Sebenius).
15. Psychological Approach (Jeffrey Z. Rubin).
16. Cognitive Theory (Christer Jönsson).
17. Content Analysis (Daniel Druckman with the collaboration of P. Terrence Hopmann).
PART THREE: ISSUES.
18. Arms Control and Arms Reduction: View I (P. Terrence Hopmann with the collaboration of Daniel Druckman).
19. Arms Control and Arms Reduction: View II (Alexei G. Arbatov).
20. Regional Conflict Resolution (I. William Zartman).
21. Negotiation on Trade and the Environment: Variation in the Multilateral Approach (Gunnar Sjöstedt).
22. International Business Negotiations (Christophe Dupont).
23. International Negotiation: The Cultural Dimension (Guy-Olivier Faure).
24. Negotiations with Terrorists (Richard E. Hayes).
PART FOUR: EDUCATION AND TRAINING.
25. Development of Negotiating Skills (Willem F. G. Mastenbroek).
26. Training of Negotiators (Paul W. Meerts).
27. Simulation for Teaching and Analysis (Gilbert R. Winham).
Afterword (Victor A. Kremenyuk).
References.
About IIASA.
Name Index.
Subject Index.
