International Negotiation: Analysis, Approaches, Issues

Negotiation researchers and practitioners from over 10 countries offer a state-of-the-art synthesis of contemporary negotiation theory, perspectives for understanding negotiation dynamics, and innovative strategies for producing enduring, mutually satisfactory agreements. The book examines the different levels of analysis and methodological approaches by which negotiations can be assessed. The principal areas in which international negotiations have been applied -- arms control, trade talks, environment, terrorism, scientific exchange -- are reviewed. Finally, a section is devoted to the application of theory and research to the training of diplomats and policy makers in the practice of negotiation.