International Negotiation

VICTOR A. KREMENYUK, Ph.D., director of science (history), is deputy director at the The Institute for the USA and Canadian Studies, Russian Academy of Sciences. His areas of interest are international conflict resolution, crisis management, and foreign policy negotiation process. He has published more than one hundred works in Russian and other languages, including Processes of International Negotiations (F. Mautner-Markhof, ed.), Windows of Opportunity (G. Allison, W. Ury, and B. Allyn, eds.), and Cold War as Cooperation (R. Kanet and E. Kolodziej, eds.). Since 1988, he has been an IIASA research associate in the Processes of International Negotiations Project. Contributors to the book include I. William Zartman, Guy Olivier Faure, Jeffrey Rubin, and 20 other experts.

"...is an excellent read..." (The Texas Mediator, Spring 2002)

• Preface to the 1991 Edition xiPreface to the 2002 Edition xviiAbout the Contributors xxiiPart One: Levels of Analysis 11 Contributions of Applied Systems Analysis to International Negotiation 5Howard Raiffa2 The Emerging System of International Negotiation 22Victor A Kremenyuk3 The Negotiation Process 39Christophe Dupont and Guy-Olivier Faure4 Metaphors for Understanding International Negotiation 64Victor M Sergeev5 The Structure of Negotiation 71I William Zartman6 Strategy in Negotiation 85Dean G Pruitt7 The Actors in Negotiation 97Jeffrey Z Rubin8 The Outcomes of Negotiation 110Arild UnderdalPart Two: Approaches And Perspectives 1279 Historical Approach 131Jean F Freymond10 The Legal Perspective on International Negotiations 145Franz Cede11 Organizational Theory 159Robert L KahnAddendum by Roy J Lewicki12 Economic Perspective 186John G Cross13 Game Theory 202Rudolf Avenhaus14 International Negotiation Analysis 229James K Sebenius15 Psychological Approach 256Jeffrey Z Rubin16 Cognitive Theory 270Christer Jönsson17 Content Analysis 288Daniel Druckman with the collaboration of P Terrence HopmannPart Three: Issues 31318 Arms Control and Arms Reduction: View I 315P Terrence Hopmann with the collaboration of Daniel Druckman19 Arms Control and Arms Reduction: View II 334Alexei G Arbatov20 Regional Conflict Resolution 348I William Zartman21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362Gunnar Sjöstedt22 International Business Negotiations 375Christophe Dupont23 International Negotiation: The Cultural Dimension 392Guy-Olivier Faure24 Negotiations with Terrorists 416Richard E HayesPart Four: Education And Training 43125 Development of Negotiating Skills 433Willem F G Mastenbroek26 Training of Negotiators 455Paul W Meerts27 Simulation for Teaching and Analysis 465Gilbert R WinhamAfterword 481Victor A KremenyukReferences 485About IIASA 537Name Index 539Subject Index 549