International Negotiation in a Complex World

by ; ;
  • ISBN13:


  • ISBN10:


  • Edition: 3rd
  • Format: Paperback
  • Copyright: 2010-03-30
  • Publisher: Rowman & Littlefield Pub Inc
  • Purchase Benefits
  • Free Shipping On Orders Over $35!
    Your order must be $35 or more to qualify for free economy shipping. Bulk sales, PO's, Marketplace items, eBooks and apparel do not qualify for this offer.
  • Get Rewarded for Ordering Your Textbooks! Enroll Now
List Price: $33.00


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 Illustrationsp. ix
Prefacep. xi
Introductionp. 1
Negotiation in Broad Contextp. 2
Negotiation in International Relationsp. 3
Negotiation as a High-Stakes Gamep. 6
Structuring Negotiationp. 7
Summaryp. 33
The Boardp. 35
The International Systemp. 36
Negotiation Characteristics: A Checklistp. 43
Summaryp. 60
The Playersp. 62
Sovereign States as Negotiatorsp. 64
Transnational Actorsp. 70
Actor Dynamicsp. 75
Summaryp. 88
The Stakesp. 89
The Traditional Issue Frameworkp. 89
Issue Salience in a Changing International Systemp. 94
Two-Level Negotiationsp. 104
Summaryp. 111
The Movesp. 113
Modeling Strategic Choicesp. 114
Weighing Strategic Choicesp. 123
Implementing Strategyp. 129
Summaryp. 140
Outcomesp. 141
Identifying Important Trendsp. 141
Analyzing Real-World Casesp. 143
The U.S.-Iraq Protracted Conflict: Balancing Force and Diplomacyp. 144
Looking Forwardp. 151
Appendix: Students as Diplomatsp. 153
Simulation as Active Learning in International Relationsp. 153
Participation in Icons Exercises: Understanding the Processp. 155
Referencesp. 163
Indexp. 173
About the Authorsp. 183
Table of Contents provided by Ingram. All Rights Reserved.

Rewards Program

Write a Review