International Economic Negotiation

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International Economic Negotiation

Models versus Reality

9781840641677 Edward Elgar Publishing
Edited by Victor Kremenyuk, Deputy Director, Institute of the USA and Canada Studies, Russian Academy of Sciences, Moscow, Russia and Gunnar Sjöstedt, Senior Research Fellow, Swedish Institute of International Affairs, Stockholm, Sweden
Publication Date: 2000 ISBN: 978 1 84064 167 7 Extent: 400 pp
Historians and diplomats often claim that each international negotiation is a unique event. In contrast, negotiation theory, building on several academic disciplines, argues that international bargaining is characterized by recurrent patterns that can be generalized and formalized.

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Historians and diplomats often claim that each international negotiation is a unique event. In contrast, negotiation theory, building on several academic disciplines, argues that international bargaining is characterized by recurrent patterns that can be generalized and formalized.

In the context of that debate, this book addresses whether international economic negotiations differ from other types of negotiation and examines what might be typical and, possibly, special about economic negotiation. It also studies the extent to which economic theory as opposed to negotiation theory can explain the outcome of international economic negotiations. Using the framework of a comparative case study, the authors look at the most important economic issues that are traditionally at stake: trade, money, finance, macroeconomic affairs and direct investment. The cases represent government-to-government, business-to-business and business-to-government negotiations and are described by those who were either personally involved in the negotiations or were close observers.

This excellent book will be of great interest to students and scholars of international economics, international business, management and game theory.
Critical Acclaim
‘The book, consisting of an introductory chapter, three concluding chapters, and eleven case studies, seems to be amazingly well integrated. One can only commend the editors for bringing together a group of economists, political scientists, sociologists, lawyers, government officials, and business people to write systematic cases that explicitly compare hypotheses based on economic and negotiations theory . . . In sum, one must truly commend the editors on their achievement. As I have noted, in contrast to most edited volumes, the themes that are raised in the introduction are very carefully and systematically take up by the case study authors, and then the results are subjected to detailed analysis . . . Their approach should be a model to others.’
– Vinod K. Aggarwal, Journal of Economic Literature

‘This useful collection of papers seeks to derive general principles about the outcomes of international economic negotiations on the basis of the data from eleven diverse trade and financial case studies. Most such negotiations are welfare-enhancing for the participants as a group. The welfare functions of the countries are much more complex and multi-dimensional than those of the firms involved in these negotiations. Each of the parties seeks to structure the framework for the negotiations and the strategy to enhance its share of these gains.’
– Robert Z. Aliber, University of Chicago, US
Contributors
Contributors: A. Ahnlid, R.A. DeFelice, G.O. Faure, G. Fink, A.M. Finn, R.E. Kerwin, V. Kremenyuk, C. Mesjasz, R. Neugeboren, J.S. Odell, B.E. Okogu, A. Sawyerr, G. Sjöstedt, M.G. Vlasova, L. Wagner, G.R. Winham, I.W. Zartman
Contents
Contents: Preface Part I: Introduction Part II: Case Studies Part III: Analysis Conclusion References and Sources Index
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