Preface to the 1991 Edition xi

Preface to the 2002 Edition xvii

About the Contributors xxii

Part One: Levels of Analysis 1

1 Contributions of Applied Systems Analysis to International Negotiation 5
Howard Raiffa

2 The Emerging System of International Negotiation 22
Victor A Kremenyuk

3 The Negotiation Process 39
Christophe Dupont and Guy-Olivier Faure

4 Metaphors for Understanding International Negotiation 64
Victor M Sergeev

5 The Structure of Negotiation 71
I William Zartman

6 Strategy in Negotiation 85
Dean G Pruitt

7 The Actors in Negotiation 97
Jeffrey Z Rubin

8 The Outcomes of Negotiation 110
Arild Underdal

Part Two: Approaches And Perspectives 127

9 Historical Approach 131
Jean F Freymond

10 The Legal Perspective on International Negotiations 145
Franz Cede

11 Organizational Theory 159
Robert L Kahn
Addendum by Roy J Lewicki

12 Economic Perspective 186
John G Cross

13 Game Theory 202
Rudolf Avenhaus

14 International Negotiation Analysis 229
James K Sebenius

15 Psychological Approach 256
Jeffrey Z Rubin

16 Cognitive Theory 270
Christer Jönsson

17 Content Analysis 288
Daniel Druckman with the collaboration of P Terrence Hopmann

Part Three: Issues 313

18 Arms Control and Arms Reduction: View I 315
P Terrence Hopmann with the collaboration of Daniel Druckman

19 Arms Control and Arms Reduction: View II 334
Alexei G Arbatov

20 Regional Conflict Resolution 348
I William Zartman

21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362
Gunnar Sjöstedt

22 International Business Negotiations 375
Christophe Dupont

23 International Negotiation: The Cultural Dimension 392
Guy-Olivier Faure

24 Negotiations with Terrorists 416
Richard E Hayes

Part Four: Education And Training 431

25 Development of Negotiating Skills 433
Willem F G Mastenbroek

26 Training of Negotiators 455
Paul W Meerts

27 Simulation for Teaching and Analysis 465
Gilbert R Winham

Afterword 481
Victor A Kremenyuk

References 485

About IIASA 537

Name Index 539

Subject Index 549

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.
"This is the best survey available of the whole field of international negotiation. It's a must for newcomers and is guaranteed to charge the batteries of the most seasoned negotiator."
United States Ambassador (Ret.) James E. Goodby, Distinguished Service Professor Emeritus, Carnegie Mellon University

"At a time when culture is woven ever more tightly into the fabric of international negotiation, this revised edition of Kremenyuk's groundbreaking volume offers wise advice and keen insights for navigators of new cultural landscapes."
Melanie Greenberg, program officer, Conflict Resolution Program, The William and Flora Hewlett Foundation

"A work that has become an essential text for both our masters and doctoral programs."
Christopher Mitchell, professor of conflict analysis, Institute for Conflict Analysis and Resolution, George Mason University

"Vast in scope and varied in approach, International Negotiation is an indispensable and completely revised collection of the leading scholarship. It situates the ever-expanding arenas and forms of negotiation in the context of their analytic insights and disciplinary approaches, giving students and practitioners alike a comprehensive and authoritative guide to the field."
Chester A. Crocker, chairman of the board, U.S. Institute of Peace and professor of strategic studies, School of Foreign Service, Georgetown University

A Distinguished Panel of Contributors
Alexei G. Arbatov
Rudolf Avenhaus
Franz Cede
John G. Cross
Daniel Druckman
Christophe Dupont
Guy-Olivier Faure
Jean F. Freymond
Richard E. Hayes
P. Terrence Hopmann
Christer Jonsson
Robert L. Kahn
Victor A. Kremenyuk
Roy J. Lewicki
Willem F. G. Mastenbroek
Paul W. Meerts
Dean G. Pruitt
Howard Raiffa
Jeffrey Z. Rubin
James K. Sebenius
Victor M. Sergeev
Gunnar Sjostedt
Arild Underdal
Gilbert R. Winham
I. William Zartman

The Editor
Victor A. Kremenyuk, Ph.D., is deputy director at the Institute for the U.S.A. and Canada Studies, Russian Academy of Sciences. Since 1988, he has been an IIASA research associate in the Processes of International Negotiations (PIN) Project.

Sponsored by IIASA

"This is the best survey available of the whole field of international negotiation. It's a must for newcomers and is guaranteed to charge the batteries of the most seasoned negotiator."
— United States Ambassador (Ret.) James E. Goodby, Distinguished Service Professor Emeritus, Carnegie Mellon University

"At a time when culture is woven ever more tightly into the fabric of international negotiation, this revised edition of Kremenyuk's groundbreaking volume offers wise advice and keen insights for navigators of new cultural landscapes."
— Melanie Greenberg, program officer, Conflict Resolution Program, The William and Flora Hewlett Foundation

"A work that has become an essential text for both our masters and doctoral programs."
— Christopher Mitchell, professor of conflict analysis, Institute for Conflict Analysis and Resolution, George Mason University

"Vast in scope and varied in approach, International Negotiation is an indispensable and completely revised collection of the leading scholarship. It situates the ever-expanding arenas and forms of negotiation in the context of their analytic insights and disciplinary approaches, giving students and practitioners alike a comprehensive and authoritative guide to the field."
— Chester A. Crocker, chairman of the board, U.S. Institute of Peace and professor of strategic studies, School of Foreign Service, Georgetown University

"The preeminent and comprehensive overview of international negotiations. Explaining their critical and growing importance, and making their inherent complexity much more manageable. Must reading for scholars and serious practitioners alike."
— Bruce Patton, deputy director, Harvard Negotiation Project and coauthor of Getting to Yes and Difficult Conversations

Victor A. Kremenyuk, Ph.D., is deputy director at the Institute for the U.S.A. and Canada Studies, Russian Academy of Sciences. Since 1988, he has been an IIASA research associate in the Processes of International Negotiations (PIN) Project.