The international system comprises a plurality of sovereign states often pursuing conflicting interests. One means of resolving or managing conflicts between those states is diplomatic bargaining or negotiation. In the last fifteen years, the study of negotiation has attracted researchers from various disciplines in the social sciences, and the vol

Looks at international negotiation from a novel, relational international law perspective and challenges prescriptive models.

Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers, consultants and entrepreneurs who have successfully conducted business negotiations around the world, offering practical and realistic guidelines for improving negotiation practice in a wide range of international and cross-cultural contexts. It covers the key negotiation theories, concepts, strategies and practices needed to succeed in contemporary business negotiations. Thoroughly updated throughout, this edition contains new content on ethical, cross-border M&A, and international joint ventures negotiations. With engaging pedagogy and rigorous coverage of key theories and research findings, this textbook is an essential companion for modules in negotiation and international negotiation at undergraduate, postgraduate and MBA modules. It is also suitable for managers and practitioners who are interested in, or participate in, international negotiation.

One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.

National, Regional and Global Institutions, Infrastructures and Governance is a component of Encyclopedia of Institutional and Infrastructural Resources in the global Encyclopedia of Life Support Systems (EOLSS), which is an integrated compendium of twenty Encyclopedias. This 2-volume set contains several chapters, each of size 5000-30000 words, with perspectives, issues on National and Regional Institutions and Infrastructures, Transparent Governance; Empowerment Of Subnational Governments and Local Communities in a Decentralized And Unequal Polity; Improving Institutional Support To Promote Sustainable Livelihoods. These volumes are aimed at the following five major target audiences: University and College students Educators, Professional practitioners, Research personnel and Policy analysts, managers, and decision makers and NGOs.

This volume brings together the recent essays of Richard Ned Lebow, one of the leading scholars of international relations and US foreign policy. Lebow's work has centred on the instrumental value of ethics in foreign policy decision making and the disastrous consequences which follow when ethical standards are flouted. Unlike most realists who have considered ethical considerations irrelevant in states' calculations of their national interest, Lebow has argued that self interest, and hence, national interest can only be formulated intelligently within a language of justice and morality. The essays here build on this pervasive theme in Lebow's work by presenting his substantive and compelling critique of strategies of deterrence and compellence, illustrating empirically and normatively how these strategies often produce results counter to those that are intended. The last section of the book, on counterfactuals, brings together another set of related articles which continue to probe the relationship between ethics and policy. They do so by exploring the contingency of events to suggest the subjective, and often self-fulfilling, nature of the frameworks we use to evaluate policy choices.