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9780739106358

Professional Cultures in International Negotiation Bridge or Rift?

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  • ISBN13:

    9780739106358

  • ISBN10:

    073910635X

  • Format: Hardcover
  • Copyright: 2003-10-14
  • Publisher: Lexington Books
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List Price: $154.00

Summary

Contributors to this groundbreaking volume discuss situations in which professional cultures and their interactions color negotiations on issues relating to trade, environment or disarmament. Professional Cultures in International Negotiation provides insights into the potential benefits and the perils of enlisting professionals in multilateral discussions, including particularly useful analysis of the circumstances in which professional cultures can bridge diverse delegations and those in which they will cause or deepen rifts.

Table of Contents

List of Figures and Tables vii
Preface ix
PART I: Introduction 1(22)
Gunnar Sjöstedt, Guy Olivier Faure, and Winfried Lang
PART II: Case Studies 23(128)
Introduction: Negotiations of the Past
25(2)
1 Scientific Culture and Its Role in International Negotiations
27(16)
Klaus Gottstein
2 Lawyer Culture: Negotiations on the Establishment of an International Criminal Court
43(16)
Gerhard Hafner
3 Finland's Membership Negotiations with the European Union
59(24)
Timo Kivimäki
4 Uruguay Round Services Negotiations
83(18)
Anders Ahnlid
5 Negotiations on the Comprehensive Nuclear Test-Ban Treaty
101(28)
Andreas J. Kumin
6 Negotiations on the Convention to Combat Desertification
129(22)
Pamela Chasek
PART III: Analysis 151(84)
Introduction: Perspectives on Professional Culture
153(2)
7 A Qualitative Interview with Thirteen Practitioners
155(16)
Nancy Caldwell
8 An Analytical Perspective from International Business Negotiations
171(30)
Stephen E. Weiss
9 Conceptualizing Professional Culture and International Negotiations
201(16)
Kevin Avruch
10 Negotiation Strategies across Industries
217(18)
Catherine H. Tinsley and Jean A. Grube
PART IV: Conclusions 235(28)
11 Lessons for Research and Practice
237(26)
Gunnar Sjöstedt
References 263(16)
Index 279(12)
About the Contributors 291

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