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Diplomacy

By Robert Z. Lawrence, Charan Devereaux, Visit Amazon's Michael Watkins Page, search results, Learn about Author Central, Michael Watkins,

ISBN-10: 0881323624

ISBN-13: 9780881323627

Exchange coverage has moved from the wings onto heart level. among 1992 and 2000, US exports rose by way of fifty five percentage. by way of the yr 2000, alternate summed to 26 percentage folks GDP, and the us imported virtually two-thirds of its oil and used to be the world's biggest host state for overseas traders. America's curiosity in a extra open and wealthy international marketplace is now squarely fiscal. This quantity provides instances on 5 very important alternate negotiations, all concerned with "making the rules," or the method of building how the alternate method may function. The situations not just discover the altering substance of alternate agreements but additionally delve into the negotiation technique. They discover not only the what of exchange, however the who, how, and why of decision-making. through analyzing one of the most vital contemporary negotiations, the reader can come to appreciate not only the bigger matters surrounding alternate, yet how gamers search to exert impression and the way the procedure is evolving on a daily foundation. This ebook provides a coherent description of the evidence that would permit for dialogue and autonomous conclusions approximately rules, politics, and methods.

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Extra info for Case Studies in Us Trade Negotiation, Volume 1: Making the Rules

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The result is an integrative negotiation in which the parties seek simultaneously to create value and to claim value. 3. Both sides may gain if they can identify and capitalize on the potential to make mutually ben6. Fisher and Ury (1981) make the crucial distinction between positions and interests. For a deeper treatment of approaches to evaluating trade-offs and making better decisions, see Hammond, Keeney, and Raiffa (1999). 7. For a detailed discussion of differences as a potential source of joint gains, see Sebenius (1984, chapter 5) and Lax and Sebenius (1986, chapter 5).

In international negotiations, key political events such as elec34 CASE STUDIES IN US TRADE NEGOTIATION, VOL. 1 02--Ch. 2--17-36 8/14/06 2:32 PM Page 35 tions serve to drive or restrain action. Action-forcing events are important tools that impel counterparts (and even colleagues on the same side) to realize that hard choices are necessary. Consider, for example, an action-forcing event in the Uruguay Round negotiations. Though the parties would have preferred to avoid confronting some issues, the impending expiration of US fast-track authority made the status quo untenable.

These BATNAs are translated into bottom-line prices for the two sides. If they overlap, there exists a bargaining range within which the parties negotiate; if not, then no agreement is possible. Suppose that a buyer is willing to pay up to $5,000 for the car and the seller will accept no less than $4,000. 2, is a bargaining range of $1,000. Given the size of the range, we would expect the parties to reach agreement somewhere within it. This negotiation game does not have a predefined equilibrium outcome.

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