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Full Description
In the field of negotiation theory, the Harvard Project's Getting to Yes and Donald Trump's The Art of the Deal occupy polar opposition locations on a spectrum considering distributive and integrative negotiation theories. The Art of Getting More Back in Diplomacy offers case studies from international negotiations in which the author participated that can help illustrate the tactics and theories of each type of negotiation and to make students in law, business, and other fields into better negotiators. Among the case studies are lessons drawn from negotiating denuclearization with North Korea, political reconciliation in Libya, human rights improvements in China, Israel-Palestinian peace processes, and UN negotiations over surveillance, privacy, atrocities prevention, LGBT rights, and other fundamental freedoms. By illustrating these lessons, The Art of Getting More Back in Diplomacy strengthens the tools that students and teachers of negotiations should have in their negotiating toolbox. Perhaps most importantly, Richardson provides concrete examples of how a negotiator is likely to Get More Back for their clients if they deploy these tactics, rather than having them used against the negotiator.
Contents
Chapter 1: Introduction
Part I: Deploying Negotiating Theory and Tactics in Select Case Studies
Chapter 2: Negotiation Theory Overview: Setting the Stage
Chapter 3: Oft Used Negotiation Tactics and Diplomatic Responses For A Negotiation Toolkit
Chapter 4: DPRK, Denuclearization Discussions and BATNAs (Best Alternative to a Negotiated Agreement)
Chapter 5: Libya and the Negotiation for A Unity Government: Local Power Outlasts the Ivory Tower
Chapter 6: Creating the First International Monitor on LGBTI Rights: Asking Too Much or Too Little?
Chapter 7: Surveillance, Free Expression and the Right to Privacy in the Digital Age
Chapter 8: Sudan: Giving Respect and Salvaging Compromise from the Worst Alternatives to A Negotiated Agreement
Chapter 9: Waking the Sleeping Dragon: Overplaying The Hand on Human Rights Negotiations With China
Part II: Multiparty International Negotiations & Structural Factors
Chapter 10: Participants, Observers and Guarantors: Is Anyone Truly Neutral?
Chapter 11: North Korea: Convening Power Means Influence as a Broker and Matchmaker
Chapter 12 Outsiders in the Libyan Civil War: Letting Proxies Battle or Convenors Seeking a Solution?
Chapter 13: Combatting Genocide With A Little Help From My Friends: Empowering Partners
Chapter 14: North Korea Back Again: A Victory for Trumpian Negotiation or a Defeat for Everyone?
Chapter 15: Conclusion: You Can Get More Back... Without Giving Up Your Core Interests
