000			02530nam a2200265 i 4500
003			MIUC
005			20200326083727.0
008			170417s2016 enka 001 0|eng
020			_a9781107651487
040			_aMIUC _beng _cMIUC
082	0		_a327.2
100	1		_93663 _aJeong, Ho-Won
245	1	0	_aInternational negotiation : _bprocess and strategies / _cHo-Won Jeong.
260			_aCambridge : _bCambridge University Press, _c2016.
300			_axiv, 284 p. : _bill. b&w ; _c25 cm.
336			_2rdacontent _atext
504			_aIncludes bibliographical references and index.
505	0		_aIntroduction -- Ch. 1. Negotiation: an overall framework -- Pt. 1. Strategic analysis -- Ch. 2. Game theory: basics and perspectives -- Ch. 3. Strategies for conflict and cooperation -- Ch. 4. Sequential games and strategic moves -- Ch. 5. Bargaining games -- Pt. 2. Negotiation process, behavior and context -- Ch. 6. Negotiation dynamics -- Ch. 7. Negotiation process and activities -- Ch. 8. Bargaining behavior -- Ch. 9. Psychological and institutional context -- Pt. 3. Extensions and variants -- Ch. 10. Mediation -- Ch. 11. Multilateral negotiation -- Ch. 12. Reflection and synthesis.
520			_aNegotiation 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.
650		0	_93664 _aDiplomatic negotiations in international disputes
650		0	_9673 _aNegotiation
650		0	_9675 _aConflict management
650		0	_9672 _aNegotiation in business
942			_2ddc _cBK