Power and negotiation
By: edited by I. William Zartman and Jeffrey Z. Rubin
Contributors: Zartman, I. William; Rubin, Jeffrey Z; International Institute for Applied Systems Analysis
Publisher: University of Michigan Press
Published: 2000
Place of publication: Ann Arbor
Language: eng
Number of pages: 304
Subjects: Diplomatic negotiations in international disputes; Balance of power
Other titles: Power & negotiation
Description: "Power and Negotiation produces new findings about the concept of power and about its applications in negotiation. Rejecting the notions of power as a resource and power as an ability, the work defines power as an act that is designed to cause another party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, this book examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified." "Power and Negotiation will appeal to students of negotiation strategy and international relations."--Jacket.
Notes: "IIASA, published in conjunction with the International Institute for Applied Systems Analysis."

Includes bibliographical references and index