Professional Cultures in International Negotiation: Bridge or Rift?

Overview

Multiparty negotiations often serve as forums for hammering out highly complex issues which require the expertise of participants with differing professional backgrounds: diplomats, soldiers, scientists, or international lawyers. Contributors to this ground breaking volume discuss situations in which professional cultures and their interactions color negotiations on issues relating to trade, environment or disarmament. This work provides insights into the potential benefits and the perils of enlisting ...

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2003 Softcover First Paperback Edition Very Good+ with no dust jacket 0739106384. NEW; 295 pages.

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Overview

Multiparty negotiations often serve as forums for hammering out highly complex issues which require the expertise of participants with differing professional backgrounds: diplomats, soldiers, scientists, or international lawyers. Contributors to this ground breaking volume discuss situations in which professional cultures and their interactions color negotiations on issues relating to trade, environment or disarmament. This work provides insights into the potential benefits and the perils of enlisting professionals in multilateral discussions, including particularly useful analyses of the circumstances in which professional cultures can bridge diverse delegations, and those in which they will cause or deepen rifts. A readable volume on a topic of growing importance, Professional Cultures in International Negotiation is a must-read for both professional practitioners and scholars.

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Product Details

  • ISBN-13: 9780739106389
  • Publisher: Lexington Books
  • Publication date: 11/15/2003
  • Pages: 304
  • Product dimensions: 5.92 (w) x 9.00 (h) x 0.70 (d)

Meet the Author

Gunnar Sjsstedt is a Senior Research fellow at the Swedish Institute of International Affairs and an Associate Professor and the University of Stockholm.

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Table of Contents

List of Figures and Tables
Preface
Pt. I Introduction 1
Pt. II Case Studies 23
Introduction: Negotiations of the Past 25
1 Scientific Culture and Its Role in International Negotiations 27
2 Lawyer Culture: Negotiations on the Establishment of an International Criminal Court 43
3 Finland's Membership Negotiations with the European Union 59
4 Uruguay Round Services Negotiations 83
5 Negotiations on the Comprehensive Nuclear Test-Ban Treaty 101
6 Negotiations on the Convention to Combat Desertification 129
Pt. III Analysis 151
Introduction: Perspectives on Professional Culture 153
7 A Qualitative Interview with Thirteen Practitioners 155
8 An Analytical Perspective from International Business Negotiations 171
9 Conceptualizing Professional Culture and International Negotiations 201
10 Negotiation Strategies across Industries 217
Pt. IV Conclusions 235
11 Lessons for Research and Practice 237
References 263
Index 279
About the Contributors 291
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