International Negotiation: Process and Strategies

ISBN-13: 9781107026407 / Angielski / Twarda / 2016 / 300 str.

Ho Won Jeong

Opis

An in-depth introduction to negotiation, drawing on numerous real-world examples. Accompanied by a rich suite of online resources.

Recenzje

'… the book certainly delivers on its promise that a reader's analytical lens on international negotiation will be sharpened.' Karen A. Feste, International Studies Review

Spis treści

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.