The Dynamics of International Negotiation Essays on Theory and Practice
This book explores the dynamics of international negotiations from the perspectives of researchers and practical negotiators. Reinforcing the idea that the study of negotiation is not merely an academic endeavor, the essays reflect the author’s lifetime experiences as a negotiation researcher and provider of analytical support to international negotiation teams. Addressing a wide range of critical issues, such as creativity and experimentation, psychological dynamics, avoiding incomplete agreements, engineering the negotiation context, reframing negotiations for development conflicts, understanding what matters when implementing agreements, utilizing decision support systems, engaging new actors, and expanding core values, each chapter opens new doors on our conceptual and practical understanding of international negotiations. The author introduces new ways of understanding and explaining the negotiation process from different intellectual perspectives. The goal of this book is to resolve many critical unanswered questions by stimulating new research on these dynamics and developing new approaches that can help negotiation practitioners be more effective. The book will be used in university courses on international negotiation and conflict resolution, and provide a useful resource for researchers, policymakers, practitioners, NGOs, donor organizations, and grant-giving organizations.
1.The Dynamics of International Negotiation
2.Negotiation is a Creative Experiment
3.Engineering Negotiation Situations for Improved Outcomes
4.The Psychology of Negotiation
5.The Negotiability of Nations
6.Incomplete International Negotiations: Adding Implementation Formulas
7.What Matters When Implementing Negotiated Agreements?
8.Decision Support Systems: Getting Negotiators to Use Them
9.Citizen Negotiation: Adding New Voices
11.Paradiplomacy and the Democratization of International Negotiation
12.Values in Negotiation: The Case of International Development Assistance
13.Negotiating for Good, Negotiating for Bad
14.Reframing Negotiation to Avert Development Conflicts
"This is a wonderful book. It meets the unusual challenge of packaging a broad grasp of established wisdom on international negotiation with lights and insights into hidden angles and creative innovation, wrapped up in a highly readable style. For a quarter century the author has sifted through all the scholarship on the topic as editor of the top journal on international negotiation and so is on top of current trends and new discoveries, combined with his own research and imagination. The result is a book that is perfect for classrooms but also enjoyable for enlightening reading."
I. William Zartman, Jacob Blaustein Distinguished Professor Emeritus of International Organization and Conflict Resolution, The Johns Hopkins University, School of Advanced International Studies (SAIS)
"This book is a collection of essays that clearly and brilliantly examines the state of the domain. It covers an impressive number of topics. It should be used as a reference book for a couple of decades. This contribution is especially important for research and also for implementation because it opens new doors for effective international negotiation. It is a most inspiring work for the potential it carries with it."
Guy-Olivier Faure, Vice President of the Executive Board of CERIS-ULB, the Diplomatic School, Brussels, Belgium