TY - BOOK ID - 8599000 TI - International negotiation : process and strategies PY - 2016 SN - 9781107026407 9781107651487 1107026407 1107651484 PB - Cambridge : Cambridge University Press, DB - UniCat KW - Diplomatic negotiations in international disputes. KW - Negotiation. KW - Conflict management. KW - Negotiation in business. KW - Négociations KW - Médiation internationale KW - Négociations diplomatiques KW - Négociations (affaires) KW - Business KW - Management KW - Bargaining KW - Dickering KW - Haggling KW - Higgling KW - Negotiating KW - Negotiations KW - Discussion KW - Psychology, Applied KW - Negotiations in international disputes KW - Pacific settlement of international disputes KW - International relations. Foreign policy KW - Peaceful settlement of international disputes KW - Négociations. KW - Médiation internationale. KW - Négociations diplomatiques. KW - Diplomatic negotiations in international disputes KW - Negotiation KW - Negotiation in business KW - Négociations. KW - Médiation internationale. KW - Négociations diplomatiques. KW - Négociations (affaires) UR - https://www.unicat.be/uniCat?func=search&query=sysid:8599000 AB - "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"-- "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"-- ER -