International Negotiation: Process and Strategies

International Negotiation: Process and Strategies

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Ho-Won Jeong
Cambridge University Press, 6/5/2016
EAN 9781107651487, ISBN10: 1107651484

Paperback, 298 pages, 25.3 x 18 x 1.7 cm
Language: English

Negotiation has always been an important alternative to the use of force in managing international disputes. This textbook provides students with the insight and knowledge needed to evaluate how negotiation can produce effective conflict settlement, political change and international policy making. Students are guided through the processes by which actors make decisions, communicate, develop bargaining strategies and explore compatibilities between different positions, while attempting to maximize their own interests. In examining the basic ingredients of negotiation, the book draws together major strands of negotiation theories and illustrates their relevance to particular negotiation contexts. Examples of well-known international conflicts and illustrations of everyday situations lead students to understand how theory is utilized to resolve real-world problems, and how negotiation is applied to diverse world events. The textbook is accompanied by a rich suite of online resources, including lecture notes, case studies, discussion questions and suggestions for further reading.

1. Negotiation
an overall framework
Part I. Strategic Analysis
2. Game theory
basics and perspectives
3. Strategies for conflict and cooperation
4. Sequential games and strategic moves
5. Bargaining games
Part II. Negotiation Process, Behavior and Context
6. Negotiation dynamics
7. Negotiation process and activities
8. Bargaining behavior
9. Psychological and institutional context
Part III. Extensions and Variants
10. Mediation
11. Multilateral negotiation
12. Reflection and synthesis.