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A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus. What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided? What are the Underlying Principles and Stages Which Govern the Negotiation Process? How Should

Globalizing processes are gathering increased attention for complicating the nature of political boundaries, authority and sovereignty. Recent examples of global financial and political turmoil have also created a sense of unease about the durability of the modern international order and the ability of our existing theoretical frameworks to explain system dynamics. In light of the inadequacies of traditional international relation (IR) theories in explaining the contemporary global context, a growing range of scholars have been seeking to make sense of world politics through an analytical focus on hierarchies instead. Until now, the explanatory potential of such research agendas and their implications for the discipline went unrecognized, partly due to the fragmented nature of the IR field. To address this gap, this ground-breaking book brings leading IR scholars together in a conversation on hierarchy and thus moves the discipline in a direction better equipped to deal with the challenges of the twenty-first century.

IN EXAMINING PATTERNS IN INTERNATIONAL CRISIS, THE AUTHORS OFFERS ONE PATH TO CONCERTED ATTACK ON A CENTRAL PHENOMENON IN WORLD POLITICS. AFTER SURVEYING THE RELEVANT LITERATURE, INCLUDING COMPETING DEFINITIONS, THEY SET FORTH A CONCEPTUAL MAP OF INTERNATIONAL CRISIS VARIABLES: ACTOR ATTRIBUTES (AGE, TERRITORY, REGIME, CAPABILITY, VALUES): SYSTEM CHARACTERISTICS (SIZE, GEOGRAPHY, STRUCTURE, ALLIANCE CONFIGURATION, STABILITY); AND THE CRISIS DIMENSIONS THEY WISH TO EXPLAIN (TRIGGER, ACTOR, BEHAVIOR, SUPERPOWER ACTIVITY, AND THE ROLE OF INTERNATIONAL ORGANIZATIONS-THAT IS, CRISIS MANAGEMENT, OUTCOME, AND CONSEQUENCES). FROM THIS TAXONOMY THEY HAVE DEVELOPED A RESEARCH FRAME WORK ON INTERNATIONAL CRISIS, AND, AS AN ILLUSTRATION OF MORE NARROW EXPLANATORY DEVICES A CRISIS MANAGEMENT-OUTCOME MODEL. THREE CLUSTERS OF HYPOTHESES ON THE SUBSTANCE AND FORM OF CRISIS OUTCOMES, AND THE DURATION OF CRISIS, ARE THEN TESTED AGAINST THE EVIDENCE FROM 185 CASES FOR THE PERIOD FROM 1945 TO 1962. ULTIMATE AIM IS TO ILLUMINATE INTERNATIONAL CRISIS OVER A 50-YEAR PERIOD, 1930-1980, ACROSS ALL CONTINENTS CULTURES, AND POLITICAL AND ECONOMIC SYSTEMS IN THE CONTEMPORARY ERA.

In examining patterns in international crises, the authors offer one path to a cocerted attack on a central phenomenon in world politics. After surveying the releva literature, including competing definitions, they set forth a conceptual map of int national crisis variables: actor attributes (age, territory, regime, capability, values system characteristics (size, geography, structure, alliance configuration, stability); a the crisis dimensions they wish to explain (trigger, actor behavior, superpower activity, and the role of international organizations—that is, crisis management, of come, and consequences). From this taxonomy they have developed a research frar work on international crisis, and, as an illustration of more narrow explanatory devie a crisis management-outcome model. Three clusters of hypotheses on the substar and form of crisis outcomes, and the duration of crises, are then tested against I evidence from 185 cases for the period from 1945 to 1962. The ultimate aim is illuminate international crises over a 50-year period, 1930–1980, across all continer cultures, and political and economic systems in the contemporary era.