International Negotiation Series, 5 (International Studies Library, 8) 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. Table of Contents Chapter 1: Negotiation Processes and Outcomes in International Negotiations Initial Definitions and a Data Gap Process and Outcome in the International Negotiation Context Preview of Research Findings Chapter 2: Identifying Process and Outcome in the Case Data Negotiation Cases and Data Source Negotiation Processes and Outcomes Defined Identifying Process and Outcome in Negotiations Chapter 3: Thirteen Negotiation Processes and Outcomes United States-Turkey Trade Agreement United States-United Kingdom-Switzerland War Trade Agreement United States-Mexico Water Utilization Treaty United States-Portugal Airfield Talks The London Conference on Germany The Basic Law for the Federal Republic of Germany United States-Iran Mutual Defense Assistance United States-Saudi Arabia Mutual Defense Assistance and Dhahran Airfield Tenancy Agreement United States-Japanese Administrative Agreement United States-Republic of China Mutual Security Treaty The Austrian State Treaty United States-People's Republic of China Agreement on the Repatriation of Civilians The Fourth World Conference on Women Chapter 4: Trends Related to Process, Outcome and the Additional Variables Process and Outcome Additional Influences and Issues Chapter 5: A Statistical Assessment of the Process-Outcome Relationship Coding Results Process-Outcome Relationship Discussion of Process-Outcome Findings Chapter 6: Research Implications for Negotiators and Negotiation Analysts Implications for Negotiators Desiring an Integrative Outcome Implications for Analysts Conclusion Appendix 1: Process, Outcome and Additional Variables Comparison Appendix 2: Sample Process and Outcome Data and Codes About the Author Lynn M. Wagner, Ph.D. (1998) in International Relations, Johns Hopkins University, School of Advanced International Studies (SAIS), has extensive research experience with environmental negotiations and has published a number of book chapters and articles about them, for instance in International Negotiation.

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.

Including chapters from some of the leading experts in the field this Handbook provides a full overview of the nature and challenges of modern diplomacy and includes a tour d'horizon of the key ways in which the theory and practice of modern diplomacy are evolving in the 21st Century.

Around the world, negotiation is the only tool people have to make collective decisions when there must be unanimity. Like any other social activity, negotiation exhibits both universal patterns determined by the finite possibilities of its nature and local variations determined by cultural practices. Universalities predominate if one digs deep enough, and peculiarities abound in surface manifestations. This text investigates how deep is deep enough, and how shallow the surface, and attempts to find the meeting line. As more and more individuals meet around the negotiation table, providing conditions for cultural encounters, and clashes, this volume examines the actors involved, the role culture plays, and the role of organizations.

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.

The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.

The study of negotiation has attracted considerable scholarly attention in recent decades, yet rarely have discourse analysts applied their particular concerns and interests to the phenomenon. Although a fundamental characteristic of negotiation is linguistic action, the detailed study of negotiation as a communicative, discourse activity is in its infancy. In the first collection of its kind, Alan Firth has brought together 14 original studies of negotiation discourse.Drawing on insights and methodologies from discourse and conversation analysis, pragmatics, ethnography and ethnomethodology, the book examines negotiations in a wide range of workplaces, including the US Federal Trade Commission, management-union meetings, doctors' surgeries, travel agencies, international trading houses in Denmark, Belgium and Australia, Swedish social welfare offices, and consumer helplines. Collectively, the book explores the notion of negotiation both as a formal encounter and as a gloss for more informal decision-making activities.Questions specifically addressed include: what is the interactional character of negotiation? How are negotiations related to the work context? And how are negotiations undertaken linguistically - as discourse-based activities? Answers are sought by utilising transcripts of real-life instances of negotiation. This allows for finely-detailed descriptions of the observed activities, providing important insight into the discourse-context relationship, the interactional bases of work acitivities, and the communicative processes of negotiation.

P. Terrence Hopmann predicts that as the post-Cold War era progresses, diplomacy will increasingly replace military action as a means for resolving international disputes. He foresees a period dominated by many small conflicts of interest and identity - both within and between states - superseding the age of global standoff between nuclear superpowers. Hopmann contends that the avoidance of violence in these situations, and the resolution of underlying conflicts, will increasingly give centre stage to negotiation - the primary activity of diplomacy. In this comprehensive appraisal of the negotiation process, Hopmann synthesizes the vast body of literature on the subject and constructs a framework for analyzing the many dimensions of international negotiations.

The United States was once seen as a land of broad consensus and pragmatic politics. Sharp ideological differences were largely absent. But today politics in America is dominated by intense party polarization and limited agreement among legislative representatives on policy problems and solutions. Americans pride themselves on their community spirit, civic engagement, and dynamic society. Yet, as the editors of this volume argue, we are handicapped by our national political institutions, which often— but not always—stifle the popular desire for policy innovation and political reforms. Political Negotiation: A Handbook explores both the domestic and foreign political arenas to understand the problems of political negotiation. The editors and contributors share lessons from success stories and offer practical advice for overcoming polarization. In deliberative negotiation, the parties share information, link issues, and engage in joint problem solving. Only in this way can they discover and create possibilities, and use their collective intelligence for the good of citizens of both parties and for the country.