| Description |
xiv, 296 pages : illustrations ; 24 cm |
| Series |
The Social Sciences |
|
Social Sciences series (The University Press)
|
| Contents |
pt. I. Tensions, Life and Negotiation -- 1. Fundamentals of the tension -- 2. The tension pandemic -- 3. Tensions in the negotiation literature -- -- pt. II. Poles and Arrows : International Negotiation as Tension Management -- 4. The negotiation context -- 5. Defining tension scenarios -- -- pt. III. Some Players and Their Acts -- 6. Diplomacy -- 7. Duress, extortion and deliverance -- -- pt. IV. Marks, Boundary Play and Contextual Intelligence -- 8. Marks and boundary play -- 9. Tension management as contextual intelligence -- 10. The play's the thing |
| Summary |
"[This book is] for negotiation experts and others who might be interested in a fresh analytical method which draws on the literature of negotiation but delves into many other disciplines, including international relations, fine arts, philosophy, management, anthropology and psychology. The book focuses on international negotiation but is relevant to negotiation in general. Tony interviewed many veteran negotiators in diplomacy, hostage release and business. He weaves the rich character, skills and experience of individual veterans into the book, and presents two cases in fine detail."--P. [4] of cover |
| Notes |
"Tony English wrote Tug of War for negotiation experts and others who might be interested in a fresh analytical method which draws on the literature of negotiation but delves into many other disciplines, including international relations, fine arts, philosophy, management, anthropology and psychology. The book focuses on international negotiation but is relevant to negotiation in general. Tony interviewed many veteran negotiators in diplomacy, hostage release and business. He weaves the rich character, skills and experience of individual veterans into the book, and presents two cases in fine detail. The informants include: Hugh Davies, lead British negotiator for the return of Hong Kong to China; Sir Alan Donald, British Ambassador to China and several other countries; Terry Waite, of Beirut kidnap fame; Meg McDonald, Australian Ambassador for the Environment and team leader for the greenhouse gas negotiations at Kyoto; Malcolm Lyon, Australia's lead negotiator for the Torres Strait Treaty with Papua New Guinea; Don Kenyon, Australian Ambassador to Belgium, Luxembourg and the European Union, and former Chairman of the WTO's Dispute Settlement Body; Doug Anderson, Managing Director of P & O Ports; Sam Passow, Research Director of London's Centre for Dispute Resolution; Geoff Goon, a major exporter of fruit and vegetables from Australia to the Middle East; Steven Hochman and Kirk Wolcott, dispute resolution advisers to President Jimmy Carter; and a few others who needed anonymity." -- Back cover |
| Bibliography |
Includes bibliographical references (pages 273-287) and index |
| Notes |
Also available in an electronic version via the Internet at the publisher's home page: http://theuniversitypressbooks.cgpublisher.com/ |
| Subject |
Communication in management.
|
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Conflict management.
|
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Deals.
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Diplomacy.
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Diplomatic negotiations in international disputes.
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Hostage negotiations.
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Negotiation in business.
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Negotiation.
|
| LC no. |
2010282443 |
| ISBN |
9781863356732 (paperback) |
|
