CONTENTS Preface to the 1991 Edition xi Preface to the 2002 Edition xvii About the Contributors xxiii PART ONE: LEVELS OF ANALYSIS 1 1 Contributions of Applied Systems Analysis to International Negotiation 5 Howard Raiffa 2 The Emerging System of International Negotiation 22 Victor A. Kremenyuk 3 The Negotiation Process 39 Christophe Dupont and Guy-Olivier Faure 4 Metaphors for Understanding International Negotiation 64 Victor M. Sergeev 5 The Structure of Negotiation 71 I William Zartman 6 Strategy in Negotiation 85 Dean G. Pruitt 7 The Actors in Negotiation 97 Jeffrey Z. Rubin 8 The Outcomes of Negotiation 110 Arild Underdal PART TWO: APPROACHES AND PERSPECTIVES 127 9 Historical Approach 131 Jean F. Freymond 10 The Legal Perspective on International Negotiations 145 Franz Cede 11 Organizational Theory 159 Robert L. Kahn Addendum by Roy J. Lewicki 12 Economic Perspective 186 John G. Cross 13 Game Theory 202 RudoZf Avenhaus 14 International Negotiation Analysis 229 James K Sebenius 15 Psychological Approach 256 Jeffrey Z. Rubin 16 Cognitive Theory 270 Christer Jonsson 17 Content Analysis 288 Daniel Druckman with the collaboration of P. Terrence Hopmann PART THREE: ISSUES 313 18 Arms Control and Arms Reduction: View I 315 P. Terrence Hopmann with the collaboration of Daniel Druckman 19 Arms Control and Arms Reduction: View II 334 Alexei G. Arbatov 20 Regional Conflict Resolution 348 I. William Zartman 21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362 Gunnar Sjostedt 22 International Business Negotiations 375 Christophe Dupont 23 International Negotiation: The Cultural Dimension 392 Guy-Olivier Faure 24 Negotiations with Terrorists 416 Richard E. Hayes PART FOUR: EDUCATION AND TRAINING 431 25 Development of Negotiating Skills 433 Willem F G. Mastenbroek 26 Training of Negotiators 455 Paul W. Meerts 27 Simulation for Teaching and Analysis 465 Gilbert R. Winham Afterword 481 Victor A. Kremenyuk References 485 About IIASA 537 Name Index 539 Subject Index 549