ABSTRACT
This book presents a series of essays by I. William Zartman outlining the evolution of the key concepts required for the study of negotiation and conflict management, such as formula, ripeness, pre-negotiation, mediation, power, process, intractability, escalation, and order.
Responding to a lack of useful conceptualization for the analysis of international negotiation, Zartman has developed an analytical framework and specific concepts that can serve as a basis for both study and practice. Negotiation is analyzed as a process, and is linked to other major themes in political science such as decision, structure, justice and order. This analysis is then applied to negotiations to manage particular types of conflicts and cooperation, including ethnic conflicts, civil wars and regime-building. It also develops typologies and strategies of mediation, dealing with such aspects as leverage, bias, interest, and roles.
Written by the leading exponent of negotiation and mediation, Negotiation and Conflict Management will be of great interest to all students of negotiation, mediation and conflict studies in general.
TABLE OF CONTENTS
chapter |9 pages
Introduction
part |142 pages
Negotiations in concept
chapter |19 pages
The study of negotiation 3
chapter |19 pages
The 50% solution 10
chapter |17 pages
Negotiation as a joint decision-making process 11
chapter |14 pages
Negotiation as a search for justice 17
chapter |18 pages
Justice in negotiation 20
chapter |17 pages
The Structuralists' Paradox in negotiation 21
chapter |13 pages
Order as a political concept 25
part |114 pages
Negotiation to manage conflict