Home Contact Sitemap Jobs Help
 
 (0)
[i]
Publications & Services
Books
Journals
Reference Works
CD Roms
Advanced Search
Rights & Permissions
Customer Information
Alerting Services
News
Online Publications
Author Gateway
Brill Corporate
Our Imprints
BRILL
Hotei Publishing
IDC
Martinus Nijhoff Publishers
VSP
Problem-Solving and Bargaining in International Negotiations
Lynn M. Wagner, International Institute for Sustainable Development

Books
Available
Publication year: 2008

Series:International Negotiation Series, 5
ISBN-13 (i)The ISBN (International Standard Book Number) has been changed from 10 to 13 digits on 1 January 2007:978 90 04 16222 8
ISBN-10:90 04 16222 4
 
Cover:Hardback
Number of pages:xvi, 176 pp.
 
List price:€ 75.00 / US$ 95.00

Table of contents
Readership
About the author(s)
 

Many analysts theorize that negotiation processes determine negotiated outcomes, but none have empirically tested this hypothesis across multiple cases of international negotiation. This book examines the process-outcome relationship in thirteen bilateral and multilateral negotiations involving the United States. Declassified reports from U.S. negotiators about discussions with their counterparts provide the primary data source through which the author constructs the case studies and performs a content analysis of negotiator statements to compare process and outcome. The book seeks to advance our understanding of the relationship between negotiation process and outcome as well as to provide empirically-based guidance for decision makers when selecting a negotiating approach.

© 2006 Brill Disclaimer