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This is the 3rd edition with a publication date of 3/30/2010.
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The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
Table of Contents
|List of Illustrations||p. ix|
|Negotiation in Broad Context||p. 2|
|Negotiation in International Relations||p. 3|
|Negotiation as a High-Stakes Game||p. 6|
|Structuring Negotiation||p. 7|
|The Board||p. 35|
|The International System||p. 36|
|Negotiation Characteristics: A Checklist||p. 43|
|The Players||p. 62|
|Sovereign States as Negotiators||p. 64|
|Transnational Actors||p. 70|
|Actor Dynamics||p. 75|
|The Stakes||p. 89|
|The Traditional Issue Framework||p. 89|
|Issue Salience in a Changing International System||p. 94|
|Two-Level Negotiations||p. 104|
|The Moves||p. 113|
|Modeling Strategic Choices||p. 114|
|Weighing Strategic Choices||p. 123|
|Implementing Strategy||p. 129|
|Identifying Important Trends||p. 141|
|Analyzing Real-World Cases||p. 143|
|The U.S.-Iraq Protracted Conflict: Balancing Force and Diplomacy||p. 144|
|Looking Forward||p. 151|
|Appendix: Students as Diplomats||p. 153|
|Simulation as Active Learning in International Relations||p. 153|
|Participation in Icons Exercises: Understanding the Process||p. 155|
|About the Authors||p. 183|
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