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Processes01

International

Negotiations

editedbyFrancesMautner-Markhof

Processesof

InternationalNegotiations

organizations national,disciplinary, estpossibleviewinpursuingitsobjectives: technological, andenvironmentalchange andelsewhereforjointscientificresearch promote theuseofanalyticaltechniquesneededtoevaluateand addresscomplex problems

Institute'sworktosuchproblems

Austria

TheAustrianAcademyofSciences

Bulgaria

TheNationalCommitteeforApplied

SystemsAnalysisandManagement

Canada

TheCanadianCommitteefornASA

Czechoslovakia

TheCommitteefornASAofthe

CzechoslovakSocialistRepublic

Finland

TheFinnishCommitteeforIIASA

France

TheFrenchAssociationforthe

DevelopmentofSystemsAnalysis

GermanDemocraticRepublic

TheAcademyofSciencesofthe

GermanDemocraticRepublic

FederalRepublicofGermany

AssociationfortheAdvancement

ofIIASA

Hungary

TheHungarianCommitteefor

AppliedSystemsAnalysis

Italy

TheNationalResearchCouncil

Japan

TheJapanCommitteeforIIASA

Netherlands

TheFoundationIIASA-Netherlands

Poland

ThePolish AcademyofSciences

Sweden

TheSwedishCouncilforPlanning

andCoordinationofResearch

UnionofSovietSocialistRepublics

TheAcademyofSciencesoftheUnion

ofSovietSocialistRepublics

UnitedStatesofAmerica

TheAmericanAcademyofArts

andSciences

PublishedinCooperationwiththe

INTERNATIONALINSTITUTE

FOR

APPLIEDSYSTEMSANALYSIS

CIIASA

Laxenburg,Austria

Processesof

InternationalNegotiations

EDITEDBY

FrancesMautner-Markhof

WestviewPress

BOULDER,SANFRANCISCO,&LONDON

ThisWestviewsoftcovereditionisprintedonacid-freepaperandboundin softcoversthatcarrythe highestrating

Association

Copyright©1989

Publishedin1989intheUnitedStates

Boulder,Colorado80301,

LondonWCINIAF,England

Library

ofCongressCataloging-in-PublicationData

Processes

ofinternationalnegotiations.

I.Mautner-Markhof,Frances.

JX4473.P331989341.5'288-33890

ISBN0-8133-7721-8

Printedandbound

intheUnitedStatesofAmerica forPermanence

109 876 5432

Preface

thesegoals,negotiationsbecome importantconfidence-buildingmeasures. in willneed multilaterally.

Becauseof

affecting sions

Aspecificobjective

anduniqueaspectofthenASAProjectonthe 1986
ciplinary viPre/au formthebasisforthechaptersofthisbook. researchdisciplines, ble levelnegotiations able anduniqueaspectsoftheConference. All relevance effectivelywith,suchissues asthetransboundaryeffects(environmental, andconfidence-buildingmeasures, tionsagendaofmanycountries.

Laxenburg,Austria

November1988

FrancesMautner-Markhof

Contents

Preface

Introduction

MultilateralMechanisms

v 1 1. 2. 3. 4. 5. 6. 7. 8.

J.Kaufmann(Netherlands)

andInternationalOrganizations

A.V.Serguiev(USSR)

W.Lang(Austria)

TheCSCEasaCollaborativeOrder

E.Antola(Finland)

DevelopingaGlobalNegotiatingMachinery

G.K.Yefimov(USSR)

InternationalNegotiations:

Mechanismsfor

theManagementofComplexSystems

F.Mautner-Markhof(IIASA//AEA)

K.Citron(FederalRepublicofGermany)

FromNegotiationstoConsultations

R.KloepzigandV.A.Richardson(UN/DO)

7 15 23
43
55
65
79
85
viiiConhnh

II.InternationalTradeNegotiations

U.Kivikari(Finland)109

Experiences

andProposalsofaPractitioner

G.Vlachoutsicos(USA)117

S.B.Lundstedt(USA)131

12.InternationalJointVentureNegotiations

F.F.Heimann(USA)153

13.Hungary'sAccessiontoGATT

J.Nyerges(Hungary)161

14.InternationalMultipartyNegotiation:

TheElectrolux-ZanussiCase

P.Gennaro(Italy)175

15.HowtoNegotiateforJointVentures

G.A.Wolf-Laudon(Austria)179

inInternationalNegotiations

G.Hofstede(Netherlands)193

A

S.L.Kambalov(USSR)213

in theProcessofInternationalNegotiations

P.Pantev(Bulgaria)219

20.NegotiationsinOurTime

H.Grunert(GermanDemocraticRepublic)227

CorIUm.

IV.TheoreticalFoundationsandMethodsofAnalysis- 1

ix

M.Merle{France}233

NegotiationProcess

1.W.Zartman{USA}241

AResearchProject

C.Jonsson{Sweden}257

24.
ontheProcessesofNegotiation

V.A.Kremenyuk{USSR}277

25.

ParadigmsinInternationalNegotiation:

TheExampleof"GoodFaith"

A.Plantey{France}287

26.SynthesizingThemesof

theUS-PINProgram

H.RaiffaandJ.K.Sebenius{USA}293

27.Effective

FormationofInternationalConcordfor ConflictSolving: A

GameTheoreticApproachwithRiskAssessment

F.SeoandM.Sakawa{Japan}303

29.

M.A.Khroustalev{USSR}333

A.P.Wierzbicki{Poland}341

W.Albers{FederalRepublicofGermany}359

A.David{France}393

xContentl

V.F.Pryakhin(USSR)403

34.TheMediatorasaThirdNegotiator

G.-D.Faure(France)415

ADebriefingExercise

L.MermetandL.Hordijk(IIASA)427

P.BroniszandL.Krus(Poland)449

VI.TrainingforInternationalNegotiations

P.L.Bontadini(Italy)459

W.F.G.Mastenbroek(Netherlands)469

EnvironmentalIssues

C.Dupont(France)481

theProtectionoftheOzoneLayer?

T.Vaahtoranta(Finland)507

JointDevelopmentProgram

P.BroniszandL.Krus(Poland)519

AppendixA:ListofParticipants

ofInternationalNegotiations531 537

Introduction

haveto tions arebecomingmorecomplex. linearsuperposition.

Notonly

andincriticalways.

Complexity

andfordiscerning underlyingpatterns. tiationsinthecontext tionalnegotiations. innovation cooperation communication. whichdepends identification theseare

Negotiationsenhancethecapability

ofasystemtodealwithuncertainty, vide tional,technological,environmental, andeconomicissuesanddisputes.

2Intnxluction

resolving calchangehas processes anticipatory.quotesdbs_dbs10.pdfusesText_16

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