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First published in 1986. Routledge is an imprint of Taylor &
Francis, an informa company.
Sponsored jointly by the United Nations Educational, Scientific, and Cultural Organization and the International Institute for Applied Systems Analysis "It's much too late but this is the book we should have had in Paris during the five years effort to get a political settlement of the Vietnam War. . . . Thought provoking." --Indochina Chronology "An important contribution to a better understanding of international relations . . . with reflective discussions as well as thorough case studies." --Indian Express Culture--along with many other variables--often impacts international negotiations. Culture and Negotiation offers a unique contribution by focusing on the distinctive impact of culture, both in creating unexpected opportunities for dispute settlement and in imposing obstacles to agreement. Separated into three sections, part I presents expert views on the nature and limits of culture's influence on negotiation. Part II comprises the core of the book, and contains a wealth of case studies and analyses of international disputes regarding water resources. Each case asks the following key questions: What are the different cultural components that made a difference in the outcome? How did culture play a role in the negotiation process? What are some specific illustrations of culture's contributing role, both to the dispute and to the ways in which it was handled? Part III includes implications for practitioners and policymakers, along with new directions for future studies. Culture and Negotiation is an essential resource for international relations practitioners in both the private and public sectors, as well as scholars and researchers interested in either culture or the theory and practice of negotiation and dispute resolution.
Using new definitions of the concept of power, this book examines
the relations between parties in symmetrical and asymmetrical
negotiations. I. William Zartman and Jeffrey Z. Rubin argue that
negotiations between countries that are not equal in power tend to
be more efficient and effective than symmetrical negotiations.
Weaker and stronger parties negotiating together know their roles
and are able to get appropriate benefits to each side in a
negotiated agreement. This is particularly true when a relationship
holds the parties together. In cases of symmetry or near symmetry
the countries, whether they are equally weak or equally strong,
tend to spend most of their time maintaining their status and waste
inordinate amounts of time before they ever come to an agreement.
These conclusions run counter to the most accepted wisdom of
negotiations, although they do confirm evidence from careful
experiments.
"Power and Negotiation" is a unique study that addresses the
concept of power and produces new findings both about the concept
itself and about its applications to negotiation. It rejects both
the notion of power as a resource and power as an ability. Instead,
the work defines power as an act that is designed to cause the
other party to move in a desired direction, thus separating the
concept both from its source and from its effects and leaving it
open to much more detailed analysis. At the same time, it also
examines perceived power on the basis of which symmetries and
asymmetries in the relations between parties can be identified. It
then looks at six cases of clear asymmetry, two cases of symmetry,
and one mixed situation. The book ends with a careful examination
of lessons for practice and lessons for theory.
The book will appeal to students of negotiation strategy and
international relations.
I. William Zartman is Jacob Blaustein Professor of International
Organization and Conflict Resolution, The Johns Hopkins University.
The late Jeffrey Z. Rubin was Professor of Psychology at Tufts
University.
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