TY  - BOOK
AU  - English,Tony
TI  - Tug of war: the tension concept and the art of international negotiation 
T2  - The Social Sciences
SN  - 1863356738
AV  - BF637.N4 E44 2010
U1  - 658.4052 22
PY  - 2010///]
CY  - [Champaign, IL]
PB  - Common Ground
KW  - Negotiation
KW  - Conflict management
KW  - Communication in management
KW  - Deals
N1  - 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; Also available in an electronic version via the Internet at the publisher's home page: http://theuniversitypressbooks.cgpublisher.com
N2  - "[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
ER  -