Title: Coping with international conflict : a systematic approach to influence in international negotiation /
Authors: Fisher, Roger, 1922-2012.
Publisher: Prentice Hall,
Year: 1997
Subjects: Diplomatic negotiations in international disputes.; Conflict management; Negotiation
Abstract: Coping with International Conflict incorporates the expertise of Roger Fisher, coauthor of a bestselling book on negotiation, and coauthors Andrea Kupfer Schneider, Elizabeth Borgwardt, and Brian Ganson. Based on the authors' international consulting work, the book is designed to familiarize students with the theory and practice of conflict management as well as the newest negotiation techniques. The authors introduce basic components of conflict resolution theory - understanding partisan perceptions, analyzing the structure of negotiations, framing requests and demands - and provide exercises, charts, and checklists to highlight key points. Anecdotes, examples, and historic case studies of conflict areas such as the West Bank and Vietnam show theory in practice and demonstrate the use of conflict-resolution tools.
Contents: pt. 1. Introduction : Negotiation in the context of international conflict -- Thinking like an activist -- pt. 2. Understanding the problem : Case study: the Middle East -- Understanding partisan perceptions -- The decision from the other side's point of view -- The view from the bureaucracy -- pt. 3. Understanding the task : Case study on arms control: the antiballistic missile treaty -- Understanding the human dimensions -- Building a protective framework for negotiation -- Solving the inventing problem -- Defining our purpose and strategy -- pt. 4. Putting ideas to work : Case study: the bombing campaign in Vietnam -- Analyzing threats and sanctions -- Changing the demand -- Legitimacy and international law -- Selecting a point of choice -- Finding a "yesable" proposition.