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Power and Negotiation
I. William Zartman
€ 40.99
€ 35.86
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Description for Power and Negotiation
Paperback. Examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified Num Pages: 328 pages. BIC Classification: JPS. Category: (P) Professional & Vocational. Dimension: 235 x 159 x 21. Weight in Grams: 472.
Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend ... Read more
Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend ... Read more
Product Details
Publisher
The University of Michigan Press United States
Number of pages
328
Format
Paperback
Publication date
2002
Condition
New
Weight
472g
Number of Pages
328
Place of Publication
Ann Arbor, United States
ISBN
9780472089079
SKU
V9780472089079
Shipping Time
Usually ships in 7 to 11 working days
Ref
99-50
About I. William Zartman
I. William Zartman is Jacob Blaustein Professor of International Organization and Conflict Resolution, The Johns Hopkins University. The late Jeffrey Z. Rubin was Professor of Psychology at Tufts University.
Reviews for Power and Negotiation
This edited volume is a profound study of the relationship between power and negotiation outcomes in situations of asymmetry between two parties. . . . the cases analyzed offer practical lessons for the weaker and stronger parties in negotiations. . . . The various ways in which power is exercised before, during, and at the conclusion of negotiations are clearly ... Read more