Coping with international conflict: a systematic approach to influence in international negotiation
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 st...
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Upper Saddle River, NJ
Prentice Hall
1997
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Zusammenfassung: | 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 As a test of students' newly acquired negotiation skills, the authors set up a problem-solving process in which students select a real-world problem and write an "Action Memorandum" - a proposal to be sent to a real decisionmaker. Instructors and students alike will find this text to be an invaluable resource - it provides a variety of formats in which to learn and apply conflict-management theory, as well as a variety of opportunities to practise negotiation techniques in the fascinating arena of international conflict management |
| Beschreibung: | XII, 287 S. Kt. |
| ISBN: | 0135916372 |
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| 520 | 3 | |a 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 | |
| 520 | |a As a test of students' newly acquired negotiation skills, the authors set up a problem-solving process in which students select a real-world problem and write an "Action Memorandum" - a proposal to be sent to a real decisionmaker. Instructors and students alike will find this text to be an invaluable resource - it provides a variety of formats in which to learn and apply conflict-management theory, as well as a variety of opportunities to practise negotiation techniques in the fascinating arena of international conflict management | ||
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| adam_text | ROPING WITH INTERNATIONAL CONFLICT A SYSTEMATIC APPROACH TO INFLUENCE IN
INTERNATIONAL NEGOTIATION *** *** ** ROGER FISHER HARVARD LAW SCHOOL
ANDREA KUPFER SCHNEIDER MARQUETTE LAW SCHOOL ELIZABETH BORGWARDT
STANFORD CENTER ON CONFLICT AND NEGOTIATION BRIAN GANSON PRENTICE HALL,
UPPER SADDLE RIVER, NJ 07458 CONTENTS PREFACE IX PARTI: INTRODUCTION
CHAPTER 1 NEGOTIATION IN THE CONTEXT OF INTERNATIONAL CONFLICT 1 THE
REQUIREMENT OF NEGOTIATION IN INTERNATIONAL AFFAIRS, 3 DECISIONS AS
POINTS OF CHANGE IN THE INTERNATIONAL SYSTEM, 7 PERSPECTIVES ON
INTERNATIONAL RELATIONS, 8 CHOICE AS THE KEY PERSPECTIVE FOR CHANGE, 9
THE BENEFITS OF FOCUSING ON CHOICE, 10 IMPROVING THE NEGOTIATION
PROCESS, 12 AN ARGUMENT FOR RATIONAL THINKING, 13 A SYSTEMATIC APPROACH
TO INFLUENCE, 14 CHAPTER 2 THINKING LIKE AN ACTIVIST 16 THE VALUE OF
THINKING LIKE A PARTICIPANT, 16 TACKLING A REAL-WORLD PROBLEM, 18 A
BREAKDOWN OF LIKELY STEPS ALONG THE WAY, 20 SELECTING A PROBLEM FOR YOUR
ACTION MEMORANDUM, 24 GENERATE A LIST OF OPTIONS, 24 CHOOSE FROM AMONG
MANY OPTIONS, 25 III IV CONTENTS PART II: UNDERSTANDING THE PROBLEM
CHAPTER 3 CASE STUDY*THE MIDDLE EAST 27 BACKGROUND OF PALESTINIAN AND
JEWISH CLAIMS, 27 THE BEGINNINGS OF A JEWISH STATE, 29 THE CREATION OF
ISRAEL, 31 ISRAELI VICTORY AND THE REFUGEE SITUATION, 33 THE 1967
(SIX-DAY) WAR, 36 THE YOM KIPPUR WAR, 37 THE CREATION OF A PALESTINIAN
STATE, 39 CHAPTER 4 UNDERSTANDING PARTISAN PERCEPTIONS 45 THE LIMITS OF
FACTS AS WE SEE THEM, 46 UNDERSTANDING A CONFLICT FROM MANY POINTS OF
VIEW, 47 FIRST POSITION: OUR OWN ASSUMPTIONS ABOUT A CONFLICT, 48 SECOND
POSITION: HOW OTHER PARTIES PERCEIVE A CONFLICT, 51 WHAT THE PARTIES
SEE: PARTISAN PERCEPTIONS, 51 WHY THEY SEE THINGS THAT WAY: EMOTIONS AND
MOTIVATIONS, 57 WHAT LIES BEHIND WHAT THEY SAY: POSITIONS AND INTERESTS,
61 CHAPTER 5 THE DECISION FROM THE OTHER SIDE S POINT OF VIEW, 68 WHO
ARE WE TRYING TO INFLUENCE? 70 WHAT ARE WE ASKING THEM TO DO? 70 WHEN
SHOULD THEY TAKE ACTION? 71 WHY IS OUR REQUEST JUSTIFIED? 71 ANALYZING
OUR MESSAGE, 72 UNDERSTANDING THE CHOICE AS IT LOOKS TO THEM, 79 WHICH
DECISION-MAKER? 80 WHAT DECISION? 80 WEIGHING THE CONSEQUENCES AS THEY
SEE THEM ON EACH SIDE, 80 THEIR CHOICE IS OUR PROBLEM, 86 CHAPTER 6 THE
VIEW FROM THE BUREAUCRACY 87 PART III: UNDERSTANDING THE TASK CHAPTER 7
CASE STUDY ON ARMS CONTROL*THE ANTIBALLISTIC MISSILE TREATY 96 CASE
OVERVIEW, 96 BACKGROUND, 97 CONTENTS A CLIMATE OF MISTRUST, 97
NEGOTIATING INSIDE OUT, 99 THE TALKS, 101 THE ROLE OF DOMESTIC
POLITICS, 103 SCOPE FOR EXECUTIVE LEADERSHIP, 107 POSTSCRIPT: THE
CONTROVERSY OVER THE STRATEGIC DEFENSE INITIATIVE, 108 CHAPTER 8
UNDERSTANDING THE HUMAN DIMENSION GETTING WHAT WE NEED OUT OF A
RELATIONSHIP, 113 DIAGNOSIS OF A POOR WORKING RELATIONSHIP, 115 A BETTER
APPROACH TO BUILDING A RELATIONSHIP, 119 SOME FEATURES THAT ARE NOT
ESSENTIAL TO A GOOD WORKING RELATIONSHIP, 121 AN UNCONDITIONALLY
CONSTRUCTIVE STRATEGY, 126 CHAPTER 9 BUILDING A PRODUCTIVE FRAMEWORK FOR
NEGOTIATION QUESTIONING ASSUMPTIONS, 128 FOCUSING ON PROCESS DESIGN, 130
POSITIONS VERSUS INTERESTS, 131 WHO ARE THE PLAYERS (AND WHO SHOULD THEY
BE)? 132 CHANGING SOME STANDARD MOVES, 135 CHAPTER 10 SOLVING THE
INVENTING PROBLEM THE LACK OF NEW IDEAS, 147 BUREAUCRATIC CONSTRAINTS,
148 IMPLICIT ASSUMPTIONS, 148 STATUS OF PARTCIPANTS, 148 LACK OF
EXPERIENCE GENERATING NEW IDEAS, 149 A LACK OF CREATIVE OPTIONS CAN
CAUSE DEADLOCK, 149 GENERATING NEW APPROACHES, 151 DESIGNING A WAY OUT
OF CONSTRAINTS, 151 113 128 147 CHAPTER 11 DEFINING OUR PURPOSE AND
STRATEGY SEEING CHOICES THROUGH A REAR VIEW MIRROR, 158 GETTING
ORIENTED: WHOSE PURPOSE? 160 WHAT DO THEY WANT? 161 WHY DISTINGUISH
VICTORY, POWER, AND PEACE? 163 FOCUS ON ONE PURPOSE AT A TIME, 166
DESIGNING A STRATEGY TO REALIZE OUR PURPOSE, 168 WHAT IS OUR STRATEGY:
SELF-HELP, EDUCATION, OR INFLUENCE? 169 158 VI CONTENTS PART IV: PUTTING
IDEAS TO WORK CHAPTER 12 CASE STUDY*THE BOMBING CAMPAIGN IN VIETNAM 177
HISTORICAL BACKGROUND, 177 U.S. ATTEMPTS TO STRENGTHEN THE SOUTH
VIETNAMESE GOVERNMENT, 180 DIRECT U.S. INVOLVEMENT BEGINS*BOMBING
CAMPAIGNS, 181 PRESIDENT JOHNSON S SPEECH AT JOHNS HOPKINS UNIVERSITY,
183 BREAKS IN THE BOMBING AND ATTEMPTS AT NEGOTIATION, 185 ALTERNATIVES
TO ARMED AGGRESSION, 189 REASSESSMENT OF BOMBING, 190 END OF U.S.
INVOLVEMENT, 190 CHAPTER 13 ANALYZING THREATS AND SANCTIONS 194 THE
LIMITED EFFECTIVENESS OF INFLICTED PAIN, 195 THE OTHER SIDE PROBABLY
ANTICIPATED SOME COST, 195 PAIN EQUALS INVESTMENT, 195 INCREASING THE
PAIN IS ALSO INEFFECTIVE, 196 REVERSING A DECISION THROUGH PAIN IS
UNLIKELY, 196 THREATS ARE COSTLY TO US, 197 OUR HIGH COST GIVES THEM
HOPE, 199 A DECISION TO THREATEN BECOMES A DECISION TO IMPLEMENT, 199
ANALYZING INFLICTION OF PAIN, 200 THE DIFFERENCE BETWEEN THREATS AND
WARNINGS, 207 CONSIDERING OUR ALTERNATIVES, 207 CHAPTER 14 CHANGING THE
DEMAND 209 BENEFITS OF CHANGING THE DEMAND, 210 A NEW QUESTION REQUIRES
A NEW ANSWER, 210 A NEW QUESTION DOES NOT REQUIRE REVERSAL OF AN EARLIER
DECISION, 210 A NEW QUESTION FREES US FROM DOMESTIC CONSTRAINTS, 210
DISADVANTAGES TO ASKING A NEW QUESTION, 211 REFRAME THE SAME DEMAND, 211
IMPROVE THE OFFER IN THEIR EYES, 212 REDUCE THE DISADVANTAGES OF MAKING
THE DECISION, 212 MAKE THE DEMAND PROCEDURAL, 213 ASK FOR A PROMISE TO
ACT RATHER THAN AN ACTION, 213 ASK THE OTHER SIDE NOT TO ACT, 214 DIVIDE
THE PROBLEM INTO SMALLER COMPONENTS, 214 LIMIT THE SCOPE OF THE DISPUTE,
215 DIVIDE THE CONFLICT INTO SMALLER ISSUES, 215 USE SMALL STEPS TO
ACCOMPLISH A LARGER GOAL, 216 CONTENTS VII TAKE ADVANTAGE OF TIMING, 216
GIVE THEM THE BENEFITS SOONER, 216 GIVE THEM A FADING OPPORTUNITY, 217
MAKE THE DEMAND MORE CREDIBLE, 217 UNLESS THE OFFER IS CREDIBLE, IT WILL
NOT WORK, 218 WE SHOULD HAVE A REPUTATION FOR CREDIBILITY, 218 CREDIBLE
OFFERS EXERT MORE INFLUENCE, 218 DO NOT ASK FOR MORE THAN IS REASONABLE,
219 MAKE THE DEMAND MORE SPECIFIC, 220 AMBIGUOUS OFFERS HAVE LIMITED
BENEFITS, 220 AMBIGUOUS OFFERS DO NOT RESULT IN ACTION, 222 SPECIFICITY
IS NOT RIGIDITY, 223 AT LEAST WE SHOULD BE SPECIFIC IN OUR OWN THINKING,
223 HOW TO MAKE THE OFFER MORE CREDIBLE, 224 INCREASE THE PROBABILITY
THAT THE OFFER WILL BE IMPLEMENTED, 224 IMPLEMENTATION PLANS DEMONSTRATE
COMMITMENT, 225 IMPLEMENTATION PLANS DEMONSTRATE CAPABILITY, 225
INCREASING COMPLIANCE MECHANISMS INCREASES CREDIBILITY, 226 IMPROVING
FIRST-ORDER COMPLIANCE, 226 IMPROVING SECOND-ORDER COMPLIANCE, 228
CHAPTER 15 LEGITIMACY AND INTERNATIONAL LAW 231 A LEGITIMATE DEMAND
EXERTS INFLUENCE, 232 PLAYING TO THE HOME AUDIENCE, 232 SOME WAYS TO
FORMULATE LEGITIMATE DEMANDS, 234 LINKING THE DEMAND TO PAST ACTIONS,
234 MAKING THE DEMAND RECIPROCAL, 235 INVOLVING A THIRD PARTY, 235
CONFRONTING MORAL CHOICE, 236 A WORKABLE GOAL: MINIMIZE REGRETS, 237
SORTING OUT THE PROBLEM, 237 USING INTERNATIONAL LAW MORE EFFECTIVELY,
241 DOMESTIC LAW RESTRAINS A GOVERNMENT S BEHAVIOR, 242 INTERNATIONAL
LAW CAN INFLUENCE THE OTHER SIDE, 244 LAW ACTS AS A RESTRAINT, 245
EXAMPLE: THE CUBAN MISSILE CRISIS, 246 TESTING THE USE OF LEGITIMACY,
MORALITY, AND THE LAW, 249 CHAPTER 16 SELECTING A POINT OF CHOICE 251
ASK THE PERSON WITH THE POWER TO DECIDE, 252 BE SURE THE DECISION
ACTUALLY BENEFITS THE DECISION-MAKER, 253 CHOOSE A FEASIBLE
DECISION-MAKER, 254 NOMINATE POTENTIAL PRINCES ON THEIR SIDE, 254
SELECT THE TARGET POINT OF CHOICE, 258 VIII CONTENTS CHAPTER 17 FINDING
A YESABLE PROPOSITION 259 RETURN TO THEIR CURRENTLY PERCEIVED CHOICE,
259 DRAFTING A TARGET FUTURE CHOICE, 260 CONSTRUCTING A YESABLE
PROPOSITION, 265 CHECKING OUR CHOICE, 269 TESTING OUR ADVICE, 271
PUTTING IT ALL TOGETHER: DISPUTE RESOLUTION AS PROBLEM- SOLVING, 277
ANALYZING A CHOICE, 278 DEVELOPING ADVICE, 278 FOCUSING ON PROCESS
DESIGN, 278 REVISITING THE ACTIVIST STANCE, 278 INDEX 281
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| indexdate | 2024-07-09T19:08:59Z |
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| spelling | Coping with international conflict a systematic approach to influence in international negotiation Roger Fisher ... Upper Saddle River, NJ Prentice Hall 1997 XII, 287 S. Kt. txt rdacontent n rdamedia nc rdacarrier 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 As a test of students' newly acquired negotiation skills, the authors set up a problem-solving process in which students select a real-world problem and write an "Action Memorandum" - a proposal to be sent to a real decisionmaker. Instructors and students alike will find this text to be an invaluable resource - it provides a variety of formats in which to learn and apply conflict-management theory, as well as a variety of opportunities to practise negotiation techniques in the fascinating arena of international conflict management Internationale conflicten gtt Vredesonderhandelingen gtt Conflict management Diplomatic negotiations in international disputes Negotiation Konfliktlösung (DE-588)4114266-4 gnd rswk-swf Internationaler Konflikt (DE-588)4162071-9 gnd rswk-swf Internationaler Konflikt (DE-588)4162071-9 s Konfliktlösung (DE-588)4114266-4 s DE-604 Fisher, Roger 1922-2012 Sonstige (DE-588)120315173 oth GBV Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=010092190&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Coping with international conflict a systematic approach to influence in international negotiation Internationale conflicten gtt Vredesonderhandelingen gtt Conflict management Diplomatic negotiations in international disputes Negotiation Konfliktlösung (DE-588)4114266-4 gnd Internationaler Konflikt (DE-588)4162071-9 gnd |
| subject_GND | (DE-588)4114266-4 (DE-588)4162071-9 |
| title | Coping with international conflict a systematic approach to influence in international negotiation |
| title_auth | Coping with international conflict a systematic approach to influence in international negotiation |
| title_exact_search | Coping with international conflict a systematic approach to influence in international negotiation |
| title_full | Coping with international conflict a systematic approach to influence in international negotiation Roger Fisher ... |
| title_fullStr | Coping with international conflict a systematic approach to influence in international negotiation Roger Fisher ... |
| title_full_unstemmed | Coping with international conflict a systematic approach to influence in international negotiation Roger Fisher ... |
| title_short | Coping with international conflict |
| title_sort | coping with international conflict a systematic approach to influence in international negotiation |
| title_sub | a systematic approach to influence in international negotiation |
| topic | Internationale conflicten gtt Vredesonderhandelingen gtt Conflict management Diplomatic negotiations in international disputes Negotiation Konfliktlösung (DE-588)4114266-4 gnd Internationaler Konflikt (DE-588)4162071-9 gnd |
| topic_facet | Internationale conflicten Vredesonderhandelingen Conflict management Diplomatic negotiations in international disputes Negotiation Konfliktlösung Internationaler Konflikt |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=010092190&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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