International Negotiation
Process and Strategies

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

Ho-Won Jeong (Author)

9781107026407, Cambridge University Press

Hardback, published 7 April 2016

300 pages, 16 b/w illus. 24 tables
25.3 x 18 x 1.8 cm, 0.74 kg

'… 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

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.

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.

Subject Areas: International relations [JPS]