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![International multilateral negotiation](https://infodoc.agroparistech.fr/img_cache/pmb_agroparistech_record_206635.webp)
Titre : |
International multilateral negotiation : approaches to the management of complexity
|
Auteur(s) : |
Ira William Zartman, Éditeur scientifique
International Institute for Applied Systems Analysis, Processes of International Negotiation (PIN) Project, Éditeur scientifique |
Type de document : | Livre |
Sujets : | Gestion interculturelle ; négociations (affaires) ; Gestion des conflits ; Communication interculturelle ; Entreprises multinationales -- Gestion |
Résumé : |
"The book provides the tools for analyzing and managing the complexities of multilateral negotiations including: How the roots of conflict, the distribution of power, and specific patterns of resistance and cooperation affect all stages of negotiation. How game theory, multi-attribute utility models, and other practical tools can be used to chart interests and identify strategic trade-offs before negotiations. How negotiation is organization in action, applying the rules and culture of organizations to change through a cybernetic process. How insights in to the way small groups function can help advance negotiations. Why different modes of leadership are needed to diagnose multinational problems, clarify options, and develop feasible solutions. How and why coalitions are formed -- and[...] "The book provides the tools for analyzing and managing the complexities of multilateral negotiations including: How the roots of conflict, the distribution of power, and specific patterns of resistance and cooperation affect all stages of negotiation. How game theory, multi-attribute utility models, and other practical tools can be used to chart interests and identify strategic trade-offs before negotiations. How negotiation is organization in action, applying the rules and culture of organizations to change through a cybernetic process. How insights in to the way small groups function can help advance negotiations. Why different modes of leadership are needed to diagnose multinational problems, clarify options, and develop feasible solutions. How and why coalitions are formed -- and how they can prompt meaningful bargaining and help forge positive, lasting agreements." [source éditeur] |
Editeur(s) : | San Francisco : Jossey-Bass |
Date de publication : | 1994 |
Format : | 1 vol. (xvii-248 p.) / 26 cm |
Note(s) : |
"A publication of the Processes of International Negotiation (PIN) Project of the International Institute for Applied Systems Analysis." |
Table des matières : |
Two's company and more's a crowd : The complexities of multilateral negotiation / I.W. Zartman. - Negotiating the Single European Act in the European Community / J. Lodge. - Negotiating the Uruguay Round of the General Agreement on Tariffs and Trade / G. Sjöstedt. - Decision theory : Diagnosing strategic alternatives and outcome trade-offs / B.I. Spector. - Game theory : Focusing on the players, decisions, and agreements / S.J. Brams, et al.. - Organization theory : The interface [...] Two's company and more's a crowd : The complexities of multilateral negotiation / I.W. Zartman. - Negotiating the Single European Act in the European Community / J. Lodge. - Negotiating the Uruguay Round of the General Agreement on Tariffs and Trade / G. Sjöstedt. - Decision theory : Diagnosing strategic alternatives and outcome trade-offs / B.I. Spector. - Game theory : Focusing on the players, decisions, and agreements / S.J. Brams, et al.. - Organization theory : The interface of structure, culture, procedures, and negotiation processes / D.M. Kolb & G. Faure. - Small group theory : Forming consensus through group processes / J.Z. Rubin & W.C. Swap. - Coalition theory : Using power to build cooperation / C. Dupont. - Leadership theory : Rediscovering the arts of management / A. Underdal. - Lessons drawn from practice : Open covenants, openly arrived at / W. Lang. - The elephant and the holograph : Toward a theoretical synthesis and a paradigm / I.W. Zartman |
Langue(s) : | Anglais |
Identifiant : | 978-1-55542-642-2 |
Lien vers la notice : | https://infodoc.agroparistech.fr/index.php?lvl=notice_display&id=206635 |
Exemplaires (1)
Localisation | Emplacement | Pôle | Section | Cote | Support | Disponibilité |
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Palaiseau | Jaune | FG Gestion des organisations | FG7 ZAR | Papier | Empruntable Disponible |