More New and Used
from Private Sellers
Only one copy
in stock at this price.
In Stock Usually Ships in 24 Hours.
Starting at $21.80
Questions About This Book?
Why should I rent this book?
Renting is easy, fast, and cheap! Renting from eCampus.com can save you hundreds of dollars compared to the cost of new or used books each semester. At the end of the semester, simply ship the book back to us with a free UPS shipping label! No need to worry about selling it back.
How do rental returns work?
Returning books is as easy as possible. As your rental due date approaches, we will email you several courtesy reminders. When you are ready to return, you can print a free UPS shipping label from our website at any time. Then, just return the book to your UPS driver or any staffed UPS location. You can even use the same box we shipped it in!
What version or edition is this?
This is the 3rd edition with a publication date of 3/30/2010.
What is included with this book?
- The Used copy of this book is not guaranteed to inclue any supplemental materials. Typically, only the book itself is included.
- The Rental copy of this book is not guaranteed to include any supplemental materials. You may receive a brand new copy, but typically, only the book itself.
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|
|Table of Contents provided by Ingram. All Rights Reserved.|