Professional cultures in international negotiation : bridge or rift? / edited by Gunnar Sjöstedt.

Format:

Book

Contributor:

Sjöstedt, Gunnar.

Language:

English

Subjects (All):

Diplomatic negotiations in international disputes--Social aspects.

Diplomatic negotiations in international disputes.

Diplomacy--Social aspects.

Diplomacy.

Negotiation--Social aspects.

Negotiation.

Professions.

Social aspects.

Physical Description:

x, 295 pages : illustrations ; 23 cm

Place of Publication:

Lanham, Md. : Lexington Books, [2003]

Contents:

Introduction: Negotiations of the Past 25

1 Scientific Culture and Its Role in International Negotiations / Klaus Gottstein 27

2 Lawyer Culture: Negotiations on the Establishment of an International Criminal Court / Gerhard Hafner 43

3 Finland's Membership Negotiations with the European Union / Timo Kivimaki 59

4 Uruguay Round Services Negotiations / Anders Ahnlid 83

5 Negotiations on the Comprehensive Nuclear Test-Ban Treaty / Andreas J. Kumin 101

6 Negotiations on the Convention to Combat Desertification / Pamela Chasek 129

Part III Analysis 151

Introduction: Perspectives on Professional Culture 153

7 A Qualitative Interview with Thirteen Practitioners / Nancy Caldwell 155

8 An Analytical Perspective from International Business Negotiations / Stephen E. Weiss 171

9 Conceptualizing Professional Culture and International Negotiations / Kevin Avruch 201

10 Negotiation Strategies across Industries / Catherine H. Tinsley, Jean A. Grube 217

11 Lessons for Research and Practice / Gunnar Sjostedt 237.

Notes:

Includes bibliographical references (pages 263-278) and index.

ISBN:

073910635X

0739106384

OCLC:

52241592