The art of getting more back in diplomacy : negotiation lessons from North Korea, China, Libya, and the United Nations / Eric N. Richardson.

Format:

Book

Author/Creator:

Richardson, Eric N., author.

Contributor:

Michigan Publishing (University of Michigan), publisher.

Language:

English

Subjects (All):

Negotiation.

Negotiation--Case studies.

Diplomacy.

Diplomacy--Case studies.

Genre:

Electronic books.

Case studies.

Physical Description:

1 online resource (viii, 189 pages) : illustrations, map

Place of Publication:

Ann Arbor, Michigan : University of Michigan Press, 2021.

System Details:

text file

Summary:

In the field of negotiation theory, the Harvard Project's Getting to Yes and Donald Trump's The Art of the Deal occupy polar opposition locations on a spectrum considering distributive and integrative negotiation theories. Getting More Back offers case studies from international negotiations in which the author participated that can help illustrate the tactics and theories of each type of negotiation and to make students in law, business, and other fields into better negotiators. Among the case studies are lessons drawn from negotiating denuclearization with North Korea, political reconciliation in Libya, human rights improvements in China, Israel-Palestinian peace processes, and UN negotiations over surveillance, privacy, atrocities prevention, LGBT rights, and other fundamental freedoms. By illustrating these lessons, Getting More Back strengthens the tools that students and teachers of negotiations should have in their negotiating toolbox. Perhaps most importantly, Richardson provides concrete examples of how a negotiator is likely to Get More Back for their clients if they deploy these tactics, rather than having them used against the negotiator.

Contents:

Chapter 1 Introduction: How to Get More Back in Multiparty Negotiations p. 1

Part I Deploying Negotiating Theory and Tactics in Select Case Studies

Chapter 2 Negotiation Theory Overview: Setting the Stage p. 13

Chapter 3 Oft Used Negotiation Tactics and Diplomatic Responses for Your Negotiation Toolkit p. 27

Chapter 4 DPRK, Denuclearization Discussions, and BATNAs (Best Alternative to a Negotiated Agreement) p. 35

Chapter 5 Libya and the Negotiation for a Unity Government: Local Power Outlasts the Ivory Tower p. 51

Chapter 6 Creating the First International Monitor on LGBTI Rights: Asking Too Much or Too Litde? p. 57

Chapter 7 Surveillance, Free Expression, and the Right to Privacy in the Digital Age p. 65

Chapter 8 Sudan: Giving Respect and Salvaging Compromise from the Worst Alternatives to a Negotiated Agreement p. 75

Chapter 9 Waking the Sleeping Dragon: Overplaying the Hand on Human Rights Negotiations with China p. 87

Part II Multiparty International Negotiations and Structural Factors

Chapter 10 Participants, Observers, and Guarantors: Is Anyone Truly Neutral? p. 99

Chapter 11 Host or Matchmaker? Using Convening Power as a Vehicle for Mediation, Influencing Counterparts, and Controlling Outcomes p. 111

Chapter 12 Combatting Genocide with a Little Help from My Friends: Empowering Partners p. 133

Chapter 13 North Korea Back Again: A Victory for Trumpian Negotiation or a Defeat for Everyone? p. 143

Chapter 14 Conclusion: You Can Get More Back ... Without Giving Up Your Core Interests p. 161.

Notes:

Includes bibliographical references (pages 175-181) and index.

Description based on information from the publisher.

ISBN:

9780472129539

0472129538

Access Restriction:

Restricted for use by site license.