The Negotiation Process and the Resolution of International Conflicts (STUDIES IN INTERNATIONAL RELATIONS)

By Terrance Hopmann and P. Terrence Hopmann

P. Terrence Hopmann predicts that as the post-Cold War era progresses, diplomacy will increasingly replace military action as a means for resolving international disputes. He foresees a period... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1570032939
• ISBN13: 9781570032936
• Release Date: August 1998
• Publisher: Univ of South Carolina Pr
• Length: 365 Pages
• Weight: 1.18 lbs.
• Dimensions: 9.0" x 0.5" x 6.0"
• Age Range: 20 years and up
• Grade Range: Postsecondary and higher

Customer Reviews

Excellent

I'm surprised that I'm the first reviewer of this book! When I took a course on International Negotiations last year, all my fellow students found Hopmann's book excellent. It is by far the most structured book I've ever read, with a very simple and concise language. After creating a simple, bilateral model of negotiation, Hopmann adds additional elements one-by-one, each of which makes the model both more complex and more realistic. First, he drops the assumption of equality between parties. Second, he modifies the assumption that individuals are perfectly rational. Third, Hopmann eliminates the assumption that negotiations are conducted by individuals (or a unitary actor) and focuses instead on the role of national bureaucracies and politics on negotiations. Fourth, he no longer views negotiations in static terms, but rather looks at how the interaction process itself affects the outcomes of negotiations. Fifth, he dismisses the assumption that the parties are negotiating in a vacuum and introduces the effects of the international environment. Sixth, he drops the assumption of simple bilateral negotiations and introduces the role of third parties as arbitrators and mediators. Seventh and finally, he expands the focus to include large, complex, and multilateral negotiations of the kind that occur in OAS and the UN. As Hopmann argues: "By adding these elements of complexity one at a time, we can best analyze what special impact each feature has on the overall relationship between the negotiation process and its outcomes." This book is truly a must-have for all those interested in negotiation. It is simple and understandable, providing concrete - and at times even "amusing" - examples.