Preface to the 1991 Edition xi

Preface to the 2002 Edition xvii

About the Contributors xxii

Part One: Levels of Analysis 1

1 Contributions of Applied Systems Analysis to International Negotiation 5
Howard Raiffa

2 The Emerging System of International Negotiation 22
Victor A Kremenyuk

3 The Negotiation Process 39
Christophe Dupont and Guy-Olivier Faure

4 Metaphors for Understanding International Negotiation 64
Victor M Sergeev

5 The Structure of Negotiation 71
I William Zartman

6 Strategy in Negotiation 85
Dean G Pruitt

7 The Actors in Negotiation 97
Jeffrey Z Rubin

8 The Outcomes of Negotiation 110
Arild Underdal

Part Two: Approaches And Perspectives 127

9 Historical Approach 131
Jean F Freymond

10 The Legal Perspective on International Negotiations 145
Franz Cede

11 Organizational Theory 159
Robert L Kahn
Addendum by Roy J Lewicki

12 Economic Perspective 186
John G Cross

13 Game Theory 202
Rudolf Avenhaus

14 International Negotiation Analysis 229
James K Sebenius

15 Psychological Approach 256
Jeffrey Z Rubin

16 Cognitive Theory 270
Christer Jönsson

17 Content Analysis 288
Daniel Druckman with the collaboration of P Terrence Hopmann

Part Three: Issues 313

18 Arms Control and Arms Reduction: View I 315
P Terrence Hopmann with the collaboration of Daniel Druckman

19 Arms Control and Arms Reduction: View II 334
Alexei G Arbatov

20 Regional Conflict Resolution 348
I William Zartman

21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362
Gunnar Sjöstedt

22 International Business Negotiations 375
Christophe Dupont

23 International Negotiation: The Cultural Dimension 392
Guy-Olivier Faure

24 Negotiations with Terrorists 416
Richard E Hayes

Part Four: Education And Training 431

25 Development of Negotiating Skills 433
Willem F G Mastenbroek

26 Training of Negotiators 455
Paul W Meerts

27 Simulation for Teaching and Analysis 465
Gilbert R Winham

Afterword 481
Victor A Kremenyuk

References 485

About IIASA 537

Name Index 539

Subject Index 549