International multilateral negotiation
Subtitle: approaches to the management of complexity
By: I. William Zartman, editor ; editorial committee, Guy-Olivier Faure ... [et al.] ; project leader, Bertram I. Spector.
Contributors: Zartman, I. William.; Processes of International Negotiation Project.; International Institute for Applied Systems Analysis.
Edition: 1st ed.
Series: The Jossey-Bass conflict resolution series
Publisher: Jossey-Bass
Published: 1994
Place of publication: San Francisco
Language: eng
Number of pages: 248
Subjects: Negotiation in business.; Conflict management.; International business enterprises -- Management.; Intercultural communication.; Communication in international relations.
Description: In a single volume, a team of distinguished international scholars draws on a wide range of social science theory to explain the dynamics of bargaining and diplomacy when many parties and many issues are involved. Each contributor explores a different approach to reaching successful agreements among diverse governments, multinational corporations, and other international actors.

To show how these approaches work in actual practice, the authors provide detailed analyses of two multilateral negotiations - the Uruguay round of negotiations under the General Agreement for Tariffs and Trade (GATT) and the negotiations leading to the Single European Act consolidating the European Community.

The increased length and frequency of such events as the GATT talks, the Rio Conference on Environment and Development (UNCED), and the Law of the Sea Conferences (UNCLOS) highlight the enormous challenges of complex negotiations among many competing interests. This work, sponsored by the International Institute for Applied Systems Analysis, offers the first comprehensive understanding of the intricate and complex process of multilateral negotiation.

The book provides the tools for analyzing and managing the complexities of multilateral negotiations including how the roots of conflict, the distribution of power, and specific patterns of resistance and cooperation affect all stages of negotiation; how game theory, multi-attribute utility models, and other practical tools can be used to chart interests and identify strategic trade-offs before negotiations; how negotiation is organization in action, applying the rules and culture of organizations to change through a cybernetic process; how insights into the way small groups function can help advance negotiations; why different modes of leadership are needed to diagnose multinational problems, clarify options, and develop feasible solutions; how and why coalitions are formed - and how they can prompt meaningful bargaining and help forge positive, lasting agreements.
Notes: Includes bibliographical references (p. 223-237) and index.
"A publication of the Processes of International Negotiation (PIN) Project of the International Institute for Applied Systems Analysis."