This book presents a series of essays by I. William Zartman outlining the evolution of the key concepts required for the study of negotiation and conflict management, such as formula, ripeness, pre-negotiation, mediation, power, process, intractability, escalation, and order.
Responding to a lack of useful conceptualization for the analysis of international negotiation, Zartman has developed an analytical framework and specific concepts that can serve as a basis for both study and practice. Negotiation is analyzed as a process, and is linked to other major themes in political science such as decision, structure, justice and order. This analysis is then applied to negotiations to manage particular types of conflicts and cooperation, including ethnic conflicts, civil wars and regime-building. It also develops typologies and strategies of mediation, dealing with such aspects as leverage, bias, interest, and roles.
Written by the leading exponent of negotiation and mediation, Negotiation and Conflict Management will be of great interest to all students of negotiation, mediation and conflict studies in general.
Table of Contents
Introduction 1. The Political Analysis of Negotiation: How Who Gets What and When  2. Negotiations: Theory and Reality"  3. The 50% Solution  4. Negotiation as a Joint Decision-Making Process  5. Negotiating from Asymmetry  6. Common Elements in the Analysis of the Negotiation Process  7. Pre-Negotiations: Phases and Functions  8. Negotiations: The Beginning, The Middle, and The End  9. The Economic Analysis of Negotiation and Lessons for Theory  10. Escalation and Ripeness in International Negotiations  11. Beyond the Hurting Stalemate  12. Defining Intractability  13. Mediation in the Post Cold War Era  14. Negotiating with Terrorists 
I. William Zartman is the Jacob Blaustein Distinguished Professor of International Organization and Conflict Resolution at the Nitze School of Advanced International Studies of The Johns Hopkins University. He is author of over twenty books on conflict management and negotiation.