List of Illustrations
Preface
1 Introduction
Negotiation in Broad Context
Negotiation in International Relations
Negotiation as a High-Stakes Game
Structuring Negotiation
Summary
2 The Board
The International System
Negotiation Characteristics: A Checklist
Summary
3 The Players
Sovereign States as Negotiators
Transnational Actors
Actor Dynamics
Summary
4 The Stakes
The Traditional Issue Framework
Issue Salience in a Changing International System
Two-Level Negotiations
Summary
5 The Moves
Modeling Strategic Choices
Weighing Strategic Choices
Implementing Strategy
Summary
6 Outcomes
Identifying Important Trends
Analyzing Real-World Cases
The U.S.-Iraq Protracted Conflict: Balancing Force and
Diplomacy
Looking Forward
Appendix 1: Instructors Guide to ICONS International Negotiation
Simulation
Simulation as Active Learning in International Relations
Understanding the ICONS Simulation Process
Appendix 2: Student Guide: It’s Your Turn to Play the Game
Participation in ICONS Exercises: Understanding the Process
Phase 1: Preparation
Phase 2: Negotiation
Phase 3: Debrief
References
Index
About the Authors
Brigid Starkey is senior lecturer in the Department of Political
Science and assistant director of the Global Studies Program at the
University of Maryland, Baltimore County.
Mark A. Boyer is Board of Trustees Distinguished Professor and
director of the Environmental Studies Program at the University of
Connecticut.
Jonathan Wilkenfeld is professor in the Department of Government
and Politics at the University of Maryland and director of the
ICONS Simulation Program.
This excellent text introduces students to the basic concepts,
structures, processes, and outcomes involved in international
negotiations in the complex global environment in which we live.
The authors do an excellent job of presenting the basic components
of international negotiation theory in a clear and engaging
fashion, while also drawing on the latest scholarly research in a
user-friendly manner. One comes away recognizing that negotiated
agreements require a mutual ability to forego the optimal for
mutually satisfactory terms that meet the fundamental needs and
interests of all negotiating parties. Therefore, compromise and
creative invention of mutually beneficial formulas that transcend
conflicting interests are required in order to achieve joint
benefits; achieving these outcomes requires patience, creativity,
and a lot of hard work. This text is thus of value for both
students approaching the subject for the first time as well as for
experienced practitioners who may gain new insights into strategies
for negotiating better, fairer, and more durable international
agreements on some of the most complex but important issues of our
time.
*P. Terrence Hopmann, Johns Hopkins University, SAIS*
By adopting a gameboard analogy and drawing on a wide range of
recent case examples woven throughout the text, International
Negotiation in a Complex World provides an approachable yet rich
coverage of negotiation processes. The authors present a clear
structural framework for discussing negotiations, incorporating a
broad range of applicable literature. This text would fit very
well into classes covering negotiation topics ranging from the
environment and development to conflict and post-conflict
issues.
*Carolyn Shaw, Wichita State University*
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