International Negotiation Actors, Structure/Process, Values

by Berton, Peter; Kimura, Hiroshi; Zartman, I. William

• ISBN13: 9780312217785
• ISBN10: 0312217781
• Format: Hardcover
• Copyright: 1999-08-21
• Publisher: Palgrave Macmillan

Summary

Like any other social activity, negotiation exhibits both universal patterns determined by the finite possibilities of its nature and local variations determined by cultural practices. Universalities predominate if one digs deep enough, and peculiarities abound in surface manifestations. This book investigates how deep is deep enough, and how shallow the surface, and attempts to find the meeting line. As more and more individuals meet around the negotiation table, providing conditions for cultural encounters and clashes, this volume examines the actors involved, the role culture plays, and the role of organizations.

Author Biography

Peter Berton is at the School of International Relations, University of Southern California.

Hiroshi Kimura is at the International Research Center for Japanese Studies in Kyoto.

I. William Zartman is at Johns Hopkins University in Washington, DC.

Table of Contents

Acknowledgments	vi	(1)
Acronyms	vii	(2)
Preface	ix
Hiroshi Kimura
Introduction: Negotiating Cultures	1	(10)
I. William Zartman
Part I: Actors	11	(122)
1. Cultural Aspects of International Negotiation	11	(22)
Guy Olivier Faure
2. Japan Negotiates with the United States on Rice: "No, No, a Thousand Times, No!"	33	(30)
Michael Blaker
3. The Russian Way of Negotiating	63	(28)
Hiroshi Kimura
Japanese, Chinese, and Soviet/Russian Negotiators: An Analytic Framework	91	(42)
Peter Berton
Part II: Structure and Process	133	(124)
5. International Commercial Negotiations:A Focus on Japan	133	(18)
John L. Graham
6. Explaining Japan's Failure in the International Whaling Negotiations	151	(40)
Robert L. Friedheim
7. Institutions Matter: Negotiating the European Union	191	(32)
Frank P. Pfetsch
8. Leadership in Multilateral Negotiations: Crisis or Transition?	223	(34)
Gunnar Sjostedt
Part III: Values	257	(94)
9. Justice, Fairness, and Negotiation: Theory and Reality	257	(34)
Cecilia Albin
10. Justice in Negotiation	291	(18)
I. William Zartman
11. Negotiating with Villains	309	(26)
Bertram I. Spector
12. The Role of Emotions in International Negotiations	335	(16)
Fred Charles Ikle
Contributors	351	(6)
Index	357