|  | Kremenyuk, Victor A. (Hrsg.)
International Negotiation
Analysis, Approaches, Issues
 2. Auflage Februar 2002
65,90 Euro
2002. XXXIV, 558 Seiten, Softcover
ISBN 978-0-7879-5886-2 - John Wiley & Sons
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| Kurzbeschreibung
An updated version of a classic work in the field, International Negotiation, is filled with timely contributions from an international panel of world-renowned experts--from such places as Harvard Business School, the Netherlands Institute of International Affairs, Russian Academy of Sciences, the Center for Foreign Policy Development at Brown University. Comprehensive in scope, the book covers a wide-range of topics such as: Strategy in Negotiation, Economic Perspective, Game Theory, Psychological Approach, Arms Control Arms Reduction, Regional Conflict Resolution, Negotiation on Trade the Environment, International Business Negotiations, Negotiations with Terrorists, Development of Negotiating Skills, and Training of Negotiators.
Aus dem Inhalt
Preface to the 1991 Edition.
Preface to the 2002 Edition.
About the Contributors.
PART ONE: LEVELS OF ANALYSIS.
1. Contributions of Applied Systems Analysis to International Negotiation (Howard Raiffa).
2. The Emerging System of International Negotiation (Victor A. Kremenyuk).
3. The Negotiation Process (Christophe Dupont and Guy-Olivier Faure).
4. Metaphors for Understanding International Negotiation(Victor M. Sergeev).
5. The Structure of Negotiation (I. William Zartman).
6. Strategy in Negotiation (Dean G. Pruitt).
7. The Actors in Negotiation (Jeffrey Z. Rubin).
8. The Outcomes of Negotiation (Arild Underdal).
PART TWO: APPROACHES AND PERSPECTIVES.
9. Historical Approach (Jean F. Freymond).
10. The Legal Perspective on International Negotiations (Franz Cede).
11. Organizational Theory (Robert L. Kahn) Addendum by (Roy J. Lewicki).
12. Economic Perspective (John G. Cross).
13. Game Theory (Rudolf Avenhaus).
14. International Negotiation Analysis (James K. Sebenius).
15. Psychological Approach (Jeffrey Z. Rubin).
16. Cognitive Theory (Christer Jönsson).
17. Content Analysis (Daniel Druckman with the collaboration of P. Terrence Hopmann).
PART THREE: ISSUES.
18. Arms Control and Arms Reduction: View I (P. Terrence Hopmann with the collaboration of Daniel Druckman).
19. Arms Control and Arms Reduction: View II (Alexei G. Arbatov).
20. Regional Conflict Resolution (I. William Zartman).
21. Negotiation on Trade and the Environment: Variation in the Multilateral Approach (Gunnar Sjöstedt).
22. International Business Negotiations (Christophe Dupont).
23. International Negotiation: The Cultural Dimension (Guy-Olivier Faure).
24. Negotiations with Terrorists (Richard E. Hayes).
PART FOUR: EDUCATION AND TRAINING.
25. Development of Negotiating Skills (Willem F. G. Mastenbroek).
26. Training of Negotiators (Paul W. Meerts).
27. Simulation for Teaching and Analysis (Gilbert R. Winham).
Afterword (Victor A. Kremenyuk).
References.
About IIASA.
Name Index.
Subject Index.
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