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International Negotiation
Process and Strategies

£23.99

textbook
  • Date Published: April 2016
  • availability: Available
  • format: Paperback
  • isbn: 9781107651487

£ 23.99
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  • Negotiation has always been an important alternative to the use of force in managing international disputes. This textbook provides students with the insight and knowledge needed to evaluate how negotiation can produce effective conflict settlement, political change and international policy making. Students are guided through the processes by which actors make decisions, communicate, develop bargaining strategies and explore compatibilities between different positions, while attempting to maximize their own interests. In examining the basic ingredients of negotiation, the book draws together major strands of negotiation theories and illustrates their relevance to particular negotiation contexts. Examples of well-known international conflicts and illustrations of everyday situations lead students to understand how theory is utilized to resolve real-world problems, and how negotiation is applied to diverse world events. The textbook is accompanied by a rich suite of online resources, including lecture notes, case studies, discussion questions and suggestions for further reading.

    • Compares and synthesizes diverse theories of negotiation, providing students with a comprehensive tool box for navigating numerous negotiating settings
    • Includes numerous tables and figures to clarify complex concepts and relationships
    • Illustrates theory with examples of real-world events
    • Features a rich suite of online learning resources
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    Reviews & endorsements

    'This wise and welcome textbook is founded on impressive command of the recent multidisciplinary literature of international negotiation analysis. Placing rational game theory at its center, the book also recognizes its limitations and integrates extensive insights from informal theories, psychological experiments, and case studies.' John Odell, University of Southern California

    'Professor Jeong's book stands out for combining principles of strategy with many examples of real international bargaining. Thanks to his sharp sense of what's interesting, the cases are reliably thought-provoking, and his smooth presentation belies the subtlety of the ideas. I will certainly use his book in my teaching and I highly recommend it.' Barry O'Neill, University of California, Los Angeles

    'A highly usable, readily accessible source for understanding the strategic dynamics of negotiations from the interpersonal to the international.' Thomas Princen, author of Intermediaries in International Conflict and the Logic of Sufficiency

    '… this is an excellent text for courses dealing with international negotiation issues. Diplomats and other practitioners will also benefit … Recommended. Upper-division undergraduates, graduate students, professionals.' T. R. Gillespie, Choice

    'Ultimately, as an introduction to theories and strategies of negotiation, and as a guide to analyzing them, International Negotiation is a useful book for both practitioners and students alike.' Kelly McFarland, H-Diplo

    'Along comes a book precisely when it is needed. Ho-Won Jeong's International Negotiation: Process and Strategies is that book. Jeong's work provides a framework within which negotiators can analyze, observe, and predict negotiator behavior as well as negotiation processes. … Clearly, Ho-Won Jeong's International Negotiation: Process and Strategies should be read, highlighted, and dog-eared by those who negotiate at tactical, operational, and strategic levels of analysis. Overall, the themes covered in the text include 'strategic interaction', 'rationality', 'incomplete information', and the negotiation process, outcomes, and assessment that inform each other in complex, international, multilateral environments.' Thomas G. Matyók, Journal of Peace Research

    'The author's style is highly refined and he puts the often overwhelming language associated with game theory into a format that allows the reader to focus on the content of the author's thesis rather than being distracted by complex mathematical formulas. However, this is not a book for novice negotiators; this is an advanced work that attempts to tie together multiple perspectives and models on negotiations. … To conclude: after reading and reflecting on this book, the reader will gain a solid game-based understanding of human behavior in general and the additional appreciation that although these models are confounded when they meet the realities of application, the essential principles do transfer so the negotiator has a better understanding of why things unfold the way they sometimes do in a negotiation.' Stefan Eisen, H-War

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    Product details

    • Date Published: April 2016
    • format: Paperback
    • isbn: 9781107651487
    • length: 295 pages
    • dimensions: 246 x 175 x 14 mm
    • weight: 0.6kg
    • contains: 16 b/w illus. 24 tables
    • availability: Available
  • Table of Contents

    Introduction:
    1. Negotiation: an overall framework
    Part I. Strategic Analysis:
    2. Game theory: basics and perspectives
    3. Strategies for conflict and cooperation
    4. Sequential games and strategic moves
    5. Bargaining games
    Part II. Negotiation Process, Behavior and Context:
    6. Negotiation dynamics
    7. Negotiation process and activities
    8. Bargaining behavior
    9. Psychological and institutional context
    Part III. Extensions and Variants:
    10. Mediation
    11. Multilateral negotiation
    12. Reflection and synthesis.

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    International Negotiation

    Ho-Won Jeong

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  • Author

    Ho-Won Jeong, George Mason University, Virginia
    Ho-Won Jeong is Professor of Conflict Analysis and Resolution at George Mason University, Virginia. Professor Jeong is a founding editor of the journals Peace and Conflict Studies and the International Journal of Peace Studies. His previous books include Understanding Conflict and Conflict Analysis (2008), Conflict Management and Resolution (2009) and Peacebuilding in Postconflict Societies (2005).

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