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International Negotiation: Analysis, Approaches, Issues, Second Edition
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More About This Title International Negotiation: Analysis, Approaches, Issues, Second Edition

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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.
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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.
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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.
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"...is an excellent read..." (The Texas Mediator, Spring 2002) "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."
— United States Ambassador (Ret.) James E. Goodby, Distinguished Service Professor Emeritus, Carnegie Mellon University

"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."
— Melanie Greenberg, program officer, Conflict Resolution Program, The William and Flora Hewlett Foundation

"A work that has become an essential text for both our masters and doctoral programs."
— Christopher Mitchell, professor of conflict analysis, Institute for Conflict Analysis and Resolution, George Mason University

"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."
— Chester A. Crocker, chairman of the board, U.S. Institute of Peace and professor of strategic studies, School of Foreign Service, Georgetown University

"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."
— Bruce Patton, deputy director, Harvard Negotiation Project and coauthor of Getting to Yes and Difficult Conversations

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