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Culture and Negotiation
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Culture and Negotiation
The Resolution of Water Disputes

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September 1993 | 280 pages | SAGE Publications, Inc
Sponsored jointly by the United Nations Educational, Scientific, and Cultural Organization and the International Institute for Applied Systems Analysis "It's much too late but this is the book we should have had in Paris during the five years effort to get a political settlement of the Vietnam War. . . . Thought provoking." --Indochina Chronology "An important contribution to a better understanding of international relations . . . with reflective discussions as well as thorough case studies." --Indian Express Culture--along with many other variables--often impacts international negotiations. Culture and Negotiation offers a unique contribution by focusing on the distinctive impact of culture, both in creating unexpected opportunities for dispute settlement and in imposing obstacles to agreement. Separated into three sections, part I presents expert views on the nature and limits of culture's influence on negotiation. Part II comprises the core of the book, and contains a wealth of case studies and analyses of international disputes regarding water resources. Each case asks the following key questions: What are the different cultural components that made a difference in the outcome? How did culture play a role in the negotiation process? What are some specific illustrations of culture's contributing role, both to the dispute and to the ways in which it was handled? Part III includes implications for practitioners and policymakers, along with new directions for future studies. Culture and Negotiation is an essential resource for international relations practitioners in both the private and public sectors, as well as scholars and researchers interested in either culture or the theory and practice of negotiation and dispute resolution.

Federico Mayor
Foreword
Guy Olivier Faure and Gunnar Sjöstedt
Culture and Negotiation
An Introduction

 
 
PART ONE: INTERNATIONAL NEGOTIATION: DOES CULTURE MAKE A DIFFERENCE?
I William Zartman
A Skeptic's View
Raymond Cohen
An Advocate's View
Winfried Lang
A Professional's View
Victor A Kremenyuk
A Pluralistic Viewpoint
 
PART TWO: CASES AND ANALYSES
Jeffrey Z Rubin and Guy Olivier Faure
Water Resources
Some Introductory Observations

 
Francis M Deng
Northern and Southern Sudan
The Nile

 
Christophe Dupont
Switzerland, France, Germany, the Netherlands
The Rhine

 
Vladimir Pisarev
Turkey, Bulgaria, Romania, and the Soviet Union
The Black Sea

 
Randa M Slim
Turkey, Syria, Iraq
The Euphrates

 
Miriam Lowi and Jay Rothman
Arabs and Israelis
The Jordan River

 
Kenneth Lieberthal
China
The Three Gorges Dam Project

 
 
PART THREE: ANALYSIS
Jeswald W Salacuse
Implications for Practitioners
Guy Olivier Faure and Jeffrey Z Rubin
Lessons for Theory and Research

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ISBN: 9780803953710
$100.00