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.
Les mer
This hands-on text provides an essential introduction to international negotiation, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. The authors include a rich array of current real-world cases and examples to illustrate key themes.
Les mer
List of Illustrations
Preface
1 Introduction
Negotiation in Broad Context
Negotiation in International Relations
Negotiation as a High-Stakes Game
Structuring Negotiation
Summary
2 The Board
The International System
Negotiation Characteristics: A Checklist
Summary
3 The Players
Sovereign States as Negotiators
Transnational Actors
Actor Dynamics
Summary
4 The Stakes
The Traditional Issue Framework
Issue Salience in a Changing International System
Two-Level Negotiations
Summary
5 The Moves
Modeling Strategic Choices
Weighing Strategic Choices
Implementing Strategy
Summary
6 Outcomes
Identifying Important Trends
Analyzing Real-World Cases
The U.S.-Iraq Protracted Conflict: Balancing Force and Diplomacy
Looking Forward
Appendix 1: Instructors Guide to ICONS International Negotiation Simulation
Simulation as Active Learning in International Relations
Understanding the ICONS Simulation Process
Appendix 2: Student Guide: It’s Your Turn to Play the Game
Participation in ICONS Exercises: Understanding the Process
Phase 1: Preparation
Phase 2: Negotiation
Phase 3: Debrief
References
Index
About the Authors
Les mer
As international negotiations proliferate, so too does the need to understand their context, structure and process. This book provides a useful account of the myriad challenges facing negotiators today, addressing the changes in technology, actors and agendas. . . .The book’s value is in its easily accessible approach to explaining negotiations using a range of real-world examples. The authors aim not only to explain the processes, but also to provide a tool in the teaching and practice of negotiations. . . .The book is therefore of interest to those teaching and learning about the complexities involved in the ‘give-and-take’ processes of international negotiations.
Les mer
A welcome addition to the large and growing literature on negotiation. The authors have had a long association with the International Communication and Negotiation Simulation Project (ICONS) at the University of Maryland, and a strong desire to develop an approach to the study of negotiation that is based on simulation exercises, utilizing sophisticated network techniques. Their short book is both substantially rich and a valuable tool for students and policy makers alike.
Les mer
Written in student-friendly language while remaining well-grounded in the scholarship in the field
Includes a special discount on ICONS simulations for text adopters. Discount information available at http://www.icons.umd.edu/education/negotiating_discount_details
Produktdetaljer
ISBN
9781442231078
Publisert
2015-06-25
Utgave
4. utgave
Utgiver
Vendor
Rowman & Littlefield
Vekt
467 gr
Høyde
236 mm
Bredde
160 mm
Dybde
21 mm
Aldersnivå
U, 05
Språk
Product language
Engelsk
Format
Product format
Innbundet
Antall sider
218