The first edition of International Negotiation became a best-selling classic in the field of global conflict resolution. This second edition has been substantially revised and updated to meet the challenges of today's complex international community. Developed under the direction of the International Institute for Applied Systems Analysis, this important resource contains contributions from some of the world's leading experts in international negotiation, representing a wide range of nations and disciplines. They offer a synthesis of contemporary negotiation theory, perspectives for understanding negotiation dynamics, and strategies for producing mutually satisfactory and enduring agreements that is particularly relevant in these times.

International Negotiation: Analysis, Approaches, Issues| Victor A. Kremenyuk (Editor)| Jossey-Bass

         

Table of Contents

About the Contributors.

PART ONE: LEVELS OF ANALYSIS.
Chapter 1. Contributions of Applied Systems Analysis to International Negotiation (Howard Raiffa).
Chapter 2. The Emerging System of International Negotiation (Victor A. Kremenyuk).
Chapter 3. The Negotiation Process (Christophe Dupont and Guy-Olivier Faure).
Chapter 4. Metaphors for Understanding International Negotiation (Victor M. Sergeev).
Chapter 5. The Structure of Negotiation (I. William Zartman).
Chapter 6. Strategy in Negotiation (Dean G. Pruitt).
Chapter 7. The Actors in Negotiation (Jeffrey Z. Rubin).
Chapter 8. The Outcomes of Negotiation (Arild Underdal).

PART TWO: APPROACHES AND PERSPECTIVES.
Chapter 9. Historical Approach (Jean F. Freymond).
Chapter 10. The Legal Perspective on International Negotiations (Franz Cede).
Chapter 11. Organizational Theory (Robert L. Kahn) Addendum by (Roy J. Lewicki).
Chapter 12. Economic Perspective (John G. Cross).
Chapter 13. Game Theory (Rudolf Avenhaus).
Chapter 14. International Negotiation Analysis (James K. Sebenius).
Chapter 15. Psychological Approach (Jeffrey Z. Rubin).
Chapter 16. Cognitive Theory (Christer Jönsson).
Chapter 17. Content Analysis (Daniel Druckman with the collaboration of P. Terrence Hopmann).

PART THREE: ISSUES.
Chapter 18. Arms Control and Arms Reduction: View I (P. Terrence Hopmann with the collaboration of Daniel Druckman).
Chapter 19. Arms Control and Arms Reduction: View II (Alexei G. Arbatov).
Chapter 20. Regional Conflict Resolution (I. William Zartman).
Chapter 21. Negotiation on Trade and the Environment: Variation in the Multilateral Approach (Gunnar Sjöstedt).
Chapter 22. International Business Negotiations (Christophe Dupont).
Chapter 23. International Negotiation: The Cultural Dimension (Guy-Olivier Faure).
Chapter 24. Negotiations with Terrorists (Richard E. Hayes).
PART FOUR: EDUCATION AND TRAINING.
Chapter 25. Development of Negotiating Skills (Willem F. G. Mastenbroek).
Chapter 26. Training of Negotiators (Paul W. Meerts).
Chapter 27. Simulation for Teaching and Analysis (Gilbert R. Winham).

Afterword (Victor A. Kremenyuk)

References.

About IIASA.

Name Index.

Subject Index.

LINK FOR THE BOOK

https://www.amazon.com/International-Negotiation-Second-Analysis-Approaches/dp/0787958867/ref=sr_1_1?dchild=1&keywords=International+Negotiation%3A+Analysis%2C+Approaches%2C+Issues%2C&qid=1593426994&s=books&sr=1-1