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International Economic Negotiations : Models vs. Reality

By: Victor A. Kremenyuk (Editor), Gunnar Sjostedt (Editor)

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Historians and diplomats often claim that each international economic negotiation is a unique event. In contrast, negotiation theory, building on several academic disciplines, argues that international bargaining is characterized by recurrent patterns that can be generalized and formalized. In the context of that debate, this book addresses whether international economic negotiations differ from other types of negotiation and examines what might be typical and, possibly, special about economic negotiation. It also studies the extent to which economic theory as opposed to negotiation theory can explain the outcome of international economic negotiations. Using the framework of a comparative case study, the authors look at the most important economic issues that are traditionally at stake: trade, money, finance, macroeconomic affairs and direct investment. The cases represent government-to-government, business-to-business and business-to-government negotiations and are described by those who were either personally involved in the negotiations or were close observers. This book should be of interest to students and scholars of international economics, international business, management and game theory.

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List of figures	p. vii
List of tables	p. viii
Preface	p. ix
Acknowledgments	p. xi
Contributors	p. xiii
Introduction	p. 1
International Economic Negotiation: Research Tasks and Approaches	p. 5
Case Studies	p. 29
Direct Investment	p. 33
Negotiation Between the French Government and the Walt Disney Company Regarding Creation of Euro Disney	p. 35
Negotiation on Joint Ventures in China	p. 65
Renegotiation of the VALCO Agreement in Ghana: Contribution to a Theoretical Interpretation	p. 99
Macroeconomic Issues	p. 117
Understanding Nigeria's Economic Reform Experience: An Application of Negotiation Theory	p. 119
Financial and Monetary Issues	p. 141
Reorganization of Commercial Debt: Negotiations between Poland and the London Club (1981-1994)	p. 143
Snake in the Tunnel: Monetary Negotiations in the European Union	p. 167
Trade Issues	p. 179
The Uruguay Round Negotiations on Services: Economic Basis, Political Outcome	p. 181
Negotiations on Setting Up a Common Trade Regime in the Commonwealth of Independent States	p. 203
Silicon for the Masses: How ATandT Licensed its Intellectual Property in the 1970s to Facilitate the Development of a Worldwide Semiconductor Industry	p. 229
The NAFTA Negotiation: Economic and Negotiation Perspectives	p. 245
Market Conditions and International Economic Negotiation: Japan and the United States in 1971	p. 265
Analysis	p. 299
The Economic Approach to International Negotiation	p. 303
Negotiation Analysis Perspective in International Economic Negotiation	p. 317
How Does Economic Theory Interrelate with Negotiation Analysis for the Understanding of International Economic Negotiation?	p. 329
Conclusion	p. 343
References and Sources	p. 347
Index	p. 369
Table of Contents provided by Syndetics. All Rights Reserved.

International Economic Negotiations : Models vs. Reality

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