The basic assumption of this book is that the organization of a negotiation process matters.The global negotiations on climate change involve over 180 countries and innumerable observers and other participants, addressing enormously complex and economically vital issues with conflicting agendas. For the UN to create an effective and well-supported international regime has required enormous and very skilful organization: factors such as the role of the Chair, the choice of negotiating arenas, the rules for the conduct of business and the approach of negotiating texts are usually taken for granted, and rarely attract attention until something goes wrong.This book explores how the negotiations were organized to produce the Kyoto Protocol to the Climate Change Convention and the subsequent Bonn Agreements and Marrakesh Accords. The author draws out the lessons and implications for other intricate and far-reaching negotiations, not all of which have succeeded so far, such as the WTO trade negotiations at Seattle and Cancun.This is essential reading for all participants in and organizers of international negotiations; and for researchers and students of international relations, climate change and environmental studies.

This book examines the World Trade Organization (WTO) in the context of the global economy in the twenty-first century, arguing that many problems within the institution lie in the disparity between its design and the nature of its tasks. Studying the global trade regime and the unsuccessful Doha round of trade liberalization negotiations, this volume suggests that important institutional adjustments may be necessary for the WTO and other major international institutions to (re-)gain their ability to manage global economy. It uses extensive new qualitative and quantitative evidence to identify systematic dysfunctions in how the Doha negotiations have been conducted and links these dysfunctions to the exclusively inter-governmental design of interest representation in the WTO. Based on this, the book argues that global economic institutions should consider allowing broader parliamentary and non-state representation of their members. Presenting findings which can also be applied to other global economic institutions, Negotiations in the World Trade Organization will be useful to students and scholars of international trade, global governance and international political economy.

Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. The book is divided into five parts: Global business negotiations framework; the role of culture in negotiations and on choosing an appropriate negotiation style; the negotiation process; negotiation tools, such as communication skills and the role of power in negotiations; and miscellaneous topics such as negotiating on the Internet, gender issue in global negotiations, how small firms can effectively negotiate with large firms, negotiating intangibles, managing negotiating teams, developing an organizational negotiation capability and negotiating via interpreters. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.

Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

International Negotiations is an exciting new short course (15-20 hours) for Business English learners who want to excel at negotiating. Drawing on inspirational advice from leading experts in negotiation, International Negotiations takes students through the entire negotiation process, from preparing to negotiate to closing the deal. The ten modules give learners the essential language, skills and techniques needed for successful negotiations and cover topics such as relationship-building, questioning techniques, decoding body language, bargaining and the powers of persuasion. Challenging role-plays and skill-building games further develop key negotiation and language skills, while the Key and Commentary provide valuable insights into all aspects of negotiating, including the importance of understanding cultural differences when negotiating.

In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.

The goals of the Conference were to foster increased communication and understanding between practitioners and researchers and among various research disciplines, to present and discuss research results, and to identify possible future research activities. The participation and interaction of both high level negotiations practitioners and researchers were considered especially valuable and unique aspects of the Conference.All of the subjects dealt with at the Conference have direct and obvious relevance to improving negotiations outcomes on, and the ability to deal effectively with, such issues as the trans boundary effects (environmental,economic, etc.) of technological risk, security and confidence-building measures,and international economic cooperation- all of which are high on the negotiations agenda of many countries.