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Tug of war : the tension concept and the art of international negotiation / Tony English.

By: Material type: TextTextSeries: Social Sciences series (The University Press)Publisher: [Champaign, IL] : Common Ground, [2010]Copyright date: ©2010Description: xiv, 296 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1863356738
  • 9781863356732
Other title:
  • Tension concept and the art of international negotiation
Subject(s): DDC classification:
  • 658.4052 22
LOC classification:
  • BF637.N4 E44 2010
Available additional physical forms:
  • Also available in an electronic version via the Internet at the publisher's home page: http://theuniversitypressbooks.cgpublisher.com/.
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.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book North Campus North Campus Main Collection 658.4052 ENG (Browse shelf(Opens below)) 1 Available A557238B

Includes bibliographical references (pages 273-287) and index.

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

"[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.

Also available in an electronic version via the Internet at the publisher's home page: http://theuniversitypressbooks.cgpublisher.com/.

Machine converted from AACR2 source record.

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