International negotiation : analysis, approaches, issues

Preface to the 1991 Edition xi
Preface to the 2002 Edition xvii
About the Contributors xxiii

PART ONE: LEVELS OF ANALYSIS 1

1 Contributions of Applied Systems Analysis
to International Negotiation 5
Howard Raiffa

2 The Emerging System of International Negotiation 22
Victor A. Kremenyuk

3 The Negotiation Process 39
Christophe Dupont and Guy-Olivier Faure

4 Metaphors for Understanding International Negotiation 64
Victor M. Sergeev

5 The Structure of Negotiation 71
I William Zartman
6 Strategy in Negotiation 85

Dean G. Pruitt

7 The Actors in Negotiation 97

Jeffrey Z. Rubin

8 The Outcomes of Negotiation 110

Arild Underdal

PART TWO: APPROACHES AND PERSPECTIVES 127

9 Historical Approach 131

Jean F. Freymond

10 The Legal Perspective on International Negotiations 145

Franz Cede

11 Organizational Theory 159

Robert L. Kahn   

Addendum by Roy J. Lewicki

12 Economic Perspective 186

John G. Cross

13 Game Theory 202

RudoZf Avenhaus

14 International Negotiation Analysis 229

James K Sebenius

15 Psychological Approach 256

Jeffrey Z. Rubin

16 Cognitive Theory 270

Christer Jonsson

17 Content Analysis 288

Daniel Druckman with the collaboration of P. Terrence Hopmann

PART THREE: ISSUES 313

18 Arms Control and Arms Reduction: View I 315

P. Terrence Hopmann with the collaboration of Daniel Druckman

19 Arms Control and Arms Reduction: View II 334

Alexei G.  Arbatov
20 Regional Conflict Resolution 348
I. William Zartman
21 Negotiation on Trade and the Environment:
Variation in the Multilateral Approach 362
Gunnar Sjostedt

22 International Business Negotiations 375
Christophe Dupont

23 International Negotiation: The Cultural Dimension 392
Guy-Olivier Faure

24 Negotiations with Terrorists 416
Richard E. Hayes

PART FOUR: EDUCATION AND TRAINING 431

25 Development of Negotiating Skills 433
Willem F G. Mastenbroek

26 Training of Negotiators 455
Paul W. Meerts

27 Simulation for Teaching and Analysis 465
Gilbert R. Winham

Afterword 481
Victor A. Kremenyuk

References 485
About IIASA 537
Name Index 539
Subject Index 549