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Author: Fred Charles Iklé
Publisher: Plunkett Lake Press
ISBN:
Category : Political Science
Languages : en
Pages : 387
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Book Description
“During the period in which How Nations Negotiate germinated, Iklé was associated with three of the leading American groups concerned with research on international relations — at the RAND Corporation; at Harvard’s Center for International Affairs, under whose auspices the book was written; and at Massachusetts Institute of Technology, where he is now a professor. All three groups must have been greatly invigorated by this fresh attack on a neglected field of inquiry.” — Science “[A] praiseworthy attempt to bring some sort of order and cultivation into what might previously have been described as a briar patch rather than a field... The method of the book... illustrates how far we are from anything that might truly be called a ‘science’ of international systems... an excellent work, well written and entertaining, and even those who hope for better things can read it with profit.” — American Journal of Sociology “It is a most welcome occurrence that Fred C. Iklé has explored the risky ground of international negotiation, has skillfully handled historical materials, memoirs, and reports of negotiations, and has speculated about attitudes, expectations, intentions, and perceptions without disguising uncertainties.” — World Politics “By concentrating on the process, or processes, of negotiation, Iklé shows in considerable detail how much more complex the tasks of diplomats — or negotiators — have become in a revolutionary age of nuclear struggle, ideological conflict, competing and confused conceptions of nationalism, domestic pressure groups, and so on... The author illustrates with a wealth of detail from contemporary diplomatic history especially and has benefited from interviews with more than fifty diplomats in major capital cities of the West. One is happy to recommend this closely-knit analytical work.” — The Annals of the American Academy of Political and Social Science “Diplomacy is still more of an art than a science, but perhaps, in the nuclear age, a systematic analysis of one of its prominent techniques, namely negotiation, may be useful as a supplement to the standard works on diplomatic practice and the memoirs of practicing diplomats. Such an analysis might well be undertaken by a scholar trained in behavioral research, rather than by a professional diplomat. The volume under review admirably meets these specifications. Professor Iklé has effectively combined research in the records of diplomacy in recent years, interviews with persons who have had extensive experience in negotiation (mostly Americans and Europeans), and clinical analysis.” — The American Political Science Review “Iklé has written a systematic and thorough study of inter-nation-state negotiations... How Nations Negotiate will doubtlessly receive greatest circulation among students of diplomacy and international relations. But the insights provided by Iklé’s book should prove stimulating as well for those interested in labor-management relations.” — ILR Review
Author: Fred Charles Iklé
Publisher: Plunkett Lake Press
ISBN:
Category : Political Science
Languages : en
Pages : 387
Get Book Here
Book Description
“During the period in which How Nations Negotiate germinated, Iklé was associated with three of the leading American groups concerned with research on international relations — at the RAND Corporation; at Harvard’s Center for International Affairs, under whose auspices the book was written; and at Massachusetts Institute of Technology, where he is now a professor. All three groups must have been greatly invigorated by this fresh attack on a neglected field of inquiry.” — Science “[A] praiseworthy attempt to bring some sort of order and cultivation into what might previously have been described as a briar patch rather than a field... The method of the book... illustrates how far we are from anything that might truly be called a ‘science’ of international systems... an excellent work, well written and entertaining, and even those who hope for better things can read it with profit.” — American Journal of Sociology “It is a most welcome occurrence that Fred C. Iklé has explored the risky ground of international negotiation, has skillfully handled historical materials, memoirs, and reports of negotiations, and has speculated about attitudes, expectations, intentions, and perceptions without disguising uncertainties.” — World Politics “By concentrating on the process, or processes, of negotiation, Iklé shows in considerable detail how much more complex the tasks of diplomats — or negotiators — have become in a revolutionary age of nuclear struggle, ideological conflict, competing and confused conceptions of nationalism, domestic pressure groups, and so on... The author illustrates with a wealth of detail from contemporary diplomatic history especially and has benefited from interviews with more than fifty diplomats in major capital cities of the West. One is happy to recommend this closely-knit analytical work.” — The Annals of the American Academy of Political and Social Science “Diplomacy is still more of an art than a science, but perhaps, in the nuclear age, a systematic analysis of one of its prominent techniques, namely negotiation, may be useful as a supplement to the standard works on diplomatic practice and the memoirs of practicing diplomats. Such an analysis might well be undertaken by a scholar trained in behavioral research, rather than by a professional diplomat. The volume under review admirably meets these specifications. Professor Iklé has effectively combined research in the records of diplomacy in recent years, interviews with persons who have had extensive experience in negotiation (mostly Americans and Europeans), and clinical analysis.” — The American Political Science Review “Iklé has written a systematic and thorough study of inter-nation-state negotiations... How Nations Negotiate will doubtlessly receive greatest circulation among students of diplomacy and international relations. But the insights provided by Iklé’s book should prove stimulating as well for those interested in labor-management relations.” — ILR Review
Author: Fred Charles Iklé
Publisher: New York : Harper & Row
ISBN:
Category : Diplomatic negotiations in international disputes
Languages : en
Pages : 296
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Book Description
Author: Rebecca W. Gaudiosi
Publisher: Routledge
ISBN: 042995672X
Category : Political Science
Languages : en
Pages : 177
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Book Description
This book offers a comprehensive practitioner's guide to negotiating at the United Nations. Although much of the content can be applied broadly, the guide focuses on navigating multilateral negotiations at the UN. The book is a tool to help new UN negotiators, explaining basic negotiation concepts and offering insight into the complexities of the UN system. It also offers a playbook for cooperation for negotiators at any level, exploring the dynamics of relationships and alliances, the art of chairing a negotiation, and the importance of balancing the power asymmetries present in any multilateral discussion. The book proposes improvements to the UN negotiation process and looks at the impact of information technologies on negotiation dynamics; it also shares stories from women UN delegates, illustrating what it means to be a female negotiator at the UN. This book is an exploration of the power of the individual in any negotiation, and of the responsibility all negotiators have in wielding that power to speak for a better world. This book will be of much interest to students of diplomacy, global governance, foreign policy, and International Relations, as well as practitioners and policymakers.
Author: Steven J. Haberfeld
Publisher: University of Oklahoma Press
ISBN: 0806190566
Category : Law
Languages : en
Pages : 308
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Book Description
Negotiation, understood simply as “working things out by talking things through,” is often anything but simple for Native nations engaged with federal, state, and local governments to solve complex issues, promote economic and community development, and protect and advance their legal and historical rights. Power Balance builds on traditional Native values and peacemaking practices to equip tribes today with additional tools for increasing their negotiating leverage. As cofounder and executive director of the Indian Dispute Resolution Service, author Steven J. Haberfeld has worked with Native tribes for more than forty years to help resolve internal differences and negotiate complex transactions with governmental, political, and private-sector interests. Drawing on that experience, he combines Native ideas and principles with the strategies of “interest-based negotiation” to develop a framework for overcoming the unique structural challenges of dealing with multilevel government agencies. His book offers detailed instructions for mastering six fundamental steps in the negotiating process, ranging from initial planning and preparation to hammering out a comprehensive, written win-win agreement. With real-life examples throughout, Power Balance outlines measures tribes can take to maximize their negotiating power—by leveraging their special legal rights and historical status and by employing political organizing strategies to level the playing field in obtaining their rightful benefits. Haberfeld includes a case study of the precedent-setting negotiation between the Timbisha Shoshone Tribe and four federal agencies that resolved disputes over land, water, and other natural resource in Death Valley National Park in California. Bringing together firsthand experience, traditional Native values, and the most up-to-date legal principles and practices, this how-to book will be an invaluable resource for tribal leaders and lawyers seeking to develop and refine their negotiating skills and strategies.
Author: Oriana Skylar Mastro Consulting LLC
Publisher: Cornell University Press
ISBN: 1501732226
Category : Political Science
Languages : en
Pages : 146
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Book Description
After a war breaks out, what factors influence the warring parties' decisions about whether to talk to their enemy, and when may their position on wartime diplomacy change? How do we get from only fighting to also talking? In The Costs of Conversation, Oriana Skylar Mastro argues that states are primarily concerned with the strategic costs of conversation, and these costs need to be low before combatants are willing to engage in direct talks with their enemy. Specifically, Mastro writes, leaders look to two factors when determining the probable strategic costs of demonstrating a willingness to talk: the likelihood the enemy will interpret openness to diplomacy as a sign of weakness, and how the enemy may change its strategy in response to such an interpretation. Only if a state thinks it has demonstrated adequate strength and resiliency to avoid the inference of weakness, and believes that its enemy has limited capacity to escalate or intensify the war, will it be open to talking with the enemy. Through four primary case studies—North Vietnamese diplomatic decisions during the Vietnam War, those of China in the Korean War and Sino-Indian War, and Indian diplomatic decision making in the latter conflict—The Costs of Conversation demonstrates that the costly conversations thesis best explains the timing and nature of countries' approach to wartime talks, and therefore when peace talks begin. As a result, Mastro's findings have significant theoretical and practical implications for war duration and termination, as well as for military strategy, diplomacy, and mediation.
Author: W. R. Smyser
Publisher: US Institute of Peace Press
ISBN: 9781929223404
Category : Language Arts & Disciplines
Languages : en
Pages : 280
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Book Description
Instead, it's based on logic, rigor, and tenacity, qualities that make negotiations challenging but potentially rewarding encounters. "Negotiations with Germans can be difficult," notes Smyser, "but careful preparation and informed understanding can produce good results, especially if one knows the kinds of mistakes to avoid."".
Author: Jeswald Salacuse
Publisher: AMACOM
ISBN: 0814409725
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
Almost everyone has faced the frustrating task of negotiating with government-local, state, national, or foreign-at some point in their lives. Whether they are applying for a building permit from their local zoning board, trying to sell software to the U.S. Defense Department, looking for approval for a merger, or planning to set up a business in Limerick or Bangalore, businesspeople confront a unique set of challenges when dealing with any form of government. Distinguished author, professor and negotiation expert Jeswald W. Salacuse explains the ways in which negotiating with government is very different from private negotiation. In Seven Secrets for Negotiating with Government, he addresses the key variables involved-from the influence of bureaucracy to the perception of power on the government side of the negotiating table. The only book of its kind, this invaluable guide offers succinct, realistic, and accessible advice to help readers recognize the often-hidden interests driving government negotiators and how to use that knowledge to their advantage. Filled with real-life examples, this book will show businesspeople everywhere how to navigate this complex world and win.
Author: Frank Sesno
Publisher: AMACOM
ISBN: 0814436722
Category : Business & Economics
Languages : en
Pages : 291
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Book Description
What hidden skill links successful people in all walks of life? The answer is surprisingly simple: they know how to ask the right questions at the right time. Questions help us break down barriers, discover secrets, solve puzzles, and imagine new ways of doing things. The right question can provide for us not only the answer we need right then but also the ones we’ll need tomorrow. Emmy award–winning journalist and media expert Frank Sesno wants to teach you how to question others in a methodical, intentional way so that you can find the same success that others have found by mastering this simple skill. In Ask More, you will learn: How the Gates Foundation used strategic questions to plan its battle against malaria How turnaround expert Steve Miller uses diagnostic questions to get to the heart of a company's problems How creative questions animated a couple of techie dreamers to brainstorm Uber How journalist Anderson Cooper uses confrontational questions to hold people accountable Throughout Ask More, you’ll explore all different types of inquiries--from questions that cement relationships, to those that will help you plan for the future. By the end, you’ll know what to ask and when, what you should listen for, and what you can expect as the outcome.
Author: Max H. Bazerman
Publisher: Simon and Schuster
ISBN: 1439106835
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
Author: Tamara Cofman Wittes
Publisher: US Institute of Peace Press
ISBN: 9781929223640
Category : History
Languages : en
Pages : 194
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Book Description
Refreshing and revealing in equal measure, this innovative volume conducts a critical/self--critical exploration of the impact of culture on the ill-fated Oslo peace process. The authors negotiators and scholars alike demolish stereotypes as they construct an unusually subtle and sophisticated understanding of how culture influences negotiating styles. Culture, they argue, did not cause the Oslo breakdown but it did play an influential, intervening role at several levels: coloring the thinking of political leaders, shaping domestic politics on both sides, and affecting each side s evaluation of the other s beliefs and intentions.After an overview by William Quandt of the history of the Oslo process and the impact of international factors such as U.S. mediation, the volume presents a detailed analysis of first Palestinian, and then Israeli negotiating styles between 1993 and 2001. Omar Dajani, a former legal advisor to the Palestinian team, explains how elements of Palestinian identity and national development have hobbled the Palestinians ability to negotiate effectively. Aharon Klieman, a distinguished Israeli analyst, traces a long-standing clash between diplomatic and security subcultures within the Israeli political elite and reveals how Israeli identity has helped create a negotiating style that opts for short-term gains while undermining the prospects for a lasting agreement. Drawing on these insights, Tamara Wittes concludes the volume by offering not only a fresh appreciation of culture s influence on interethnic negotiations but also lessons for future negotiators in the Israeli-Palestinian conflict.Read the review from Foreign Affairs."
