Looks at international negotiation from a novel, relational international law perspective and challenges prescriptive models.
This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century.
Universalities predominate if one digs deep enough, and peculiarities abound in surface manifestations. This text investigates how deep is deep enough, and how shallow the surface, and attempts to find the meeting line.
Abstract: Bargaining is ubiquitous in real life.
The international system comprises a plurality of sovereign states often pursuing conflicting interests.
This book explores the dynamics of international negotiations from the perspectives of researchers and practical negotiators.
International Negotiations combines three main elements: a comprehensive and detailed overview of all the main theoretical perspectives on the process of international negotiations; a set of case-studies; and a section offering a new ...
In examining the basic ingredients of negotiation, the book draws together major strands of negotiation theories and illustrates their relevance to particular negotiation contexts.
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...
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement