Research Catalog

Title

International multilateral negotiation : approaches to the management of complexity / I. William Zartman, editor.

Author

Zartman, I. William.

Publication

San Francisco, CA : Jossey-Bass, [1994], ©1994.

Items in the Library & Off-site

Holdings

Details

Description

xvii, 248 pages : illustrations; 26 cm.

Summary

• In a single volume, a team of distinguished international scholars draws on a wide range of social science theory to explain the dynamics of bargaining and diplomacy when many parties and many issues are involved. Each contributor explores a different approach to reaching successful agreements among diverse governments, multinational corporations, and other international actors.
• To show how these approaches work in actual practice, the authors provide detailed analyses of two multilateral negotiations - the Uruguay round of negotiations under the General Agreement for Tariffs and Trade (GATT) and the negotiations leading to the Single European Act consolidating the European Community.
• The increased length and frequency of such events as the GATT talks, the Rio Conference on Environment and Development (UNCED), and the Law of the Sea Conferences (UNCLOS) highlight the enormous challenges of complex negotiations among many competing interests. This work, sponsored by the International Institute for Applied Systems Analysis, offers the first comprehensive understanding of the intricate and complex process of multilateral negotiation.
• The book provides the tools for analyzing and managing the complexities of multilateral negotiations including how the roots of conflict, the distribution of power, and specific patterns of resistance and cooperation affect all stages of negotiation; how game theory, multi-attribute utility models, and other practical tools can be used to chart interests and identify strategic trade-offs before negotiations; how negotiation is organization in action, applying the rules and culture of organizations to change through a cybernetic process; how insights into the way small groups function can help advance negotiations; why different modes of leadership are needed to diagnose multinational problems, clarify options, and develop feasible solutions; how and why coalitions are formed - and how they can prompt meaningful bargaining and help forge positive, lasting agreements.

Series Statement

The Jossey-Bass management series

Uniform Title

Jossey-Bass management series.

Subjects

• Negotiation in business
• Intercultural communication
• International business enterprises > Management
• Conflict management
• Communication in international relations

Bibliography (note)

• Includes bibliographical references and index.

Contents

• Introduction: Two's Company and More's a Crowd: The Complexities of Multilateral Negotiation / I. William Zartman -- 1. Negotiating the Single European Act in the European Community / Juliet Lodge -- 2. Negotiating the Uruguay Round of the General Agreement on Tariffs and Trade / Gunnar Sjostedt -- 3. Decision Theory: Diagnosing Strategic Alternatives and Outcome Trade-Offs / Bertram I. Spector -- 4. Game Theory: Focusing on the Players, Decisions, and Agreements / Steven J. Brams, Ann E. Doherty and Matthew L. Weidner -- 5. Organization Theory: The Interface of Structure, Culture, Procedures, and Negotiation Processes / Deborah M. Kolb and Guy-Olivier Faure -- 6. Small Group Theory: Forming Consensus Through Group Processes / Jeffrey Z. Rubin and Walter C. Swap -- 7. Coalition Theory: Using Power to Build Cooperation / Christophe Dupont -- 8. Leadership Theory: Rediscovering the Arts of Management / Arild Underdal -- 9. Lessons Drawn from Practice: Open Covenants, Openly Arrived At / Winfried Lang.
• 10. The Elephant and the Holograph: Toward a Theoretical Synthesis and a Paradigm / I. William Zartman.

ISBN

1555426425

LCCN

93048660

OCLC

• 29548648
• ocm29548648

Owning Institutions

Columbia University Libraries