Publications

Listed below is an overview of PIN-publications. This collection is also available on the Clingendael website.

Professional Cultures in International Negotiation. Bridge or Rift?

Professional Cultures in International Negotiation. Bridge or Rift?

Sjöstedt, G and Lang, W (eds.) (2003). Lexington Books, Lanham, MD, USA.

Multiparty negotiations often serve as forums for hammering out highly complex issues which require the expertise of participants with differing professional backgrounds: diplomats, soldiers, scientists, or international lawyers. Contributors to this ground breaking volume discuss situations in which professional cultures and their interactions color negotiations on issues relating to trade, environment or disarmament.

This work provides insights into the potential benefits and the perils of enlisting professionals in multilateral discussions, including particularly useful analyses of the circumstances in which professional cultures can bridge diverse delegations, and those in which they will cause or deepen rifts. A readable volume on a topic of growing importance, this is a must-read for both professional practitioners and scholars.

About the editors

Book editor Gunnar Sjöstedt is a member of the Steering Committee of IIASA's project on Processes of International Negotiations (PIN). He is Senior Research Fellow at the Swedish Institute of International Affairs and Associate Professor at the University of Stockholm, Sweden.

List of Book Contributors

Anders Ahnlid, Kevin Avruch, Nancy Caldwell, Pamela Chasek, Guy Olivier Faure, Klaus Gottstein, Jean A. Grube, Gerhard Hafner, Timo Kivimäki, Andreas J. Kumin, Winfried Lang, Gunnar Sjöstedt, Catherine H. Tinsley, Stephen E. Weiss.

Contents

PART I: Introduction

Introduction

Gunnar Sjöstedt, Guy Olivier Faure, and Winfried Lang

PART II: Case Studies

Scientific Culture and its Role in International Negotiations
Klaus Gottstein

Lawyer Culture: Negotiations on the Establishment of an International Criminal Court
Gerhard Hafner

Finland's Membership Negotiations with the European Union
Timo Kivimäki

Uruguay Round Services Negotiations
Anders Ahnlid

Negotiations on the Comprehensive Nuclear Test-Ban Treaty
Andreas J. Kumin

Negotiations on the Convention to Combat Desertification
Pamela Chasek

PART III: Analysis

A Qualitative Interview with Thirteen Practitioners
Nancy Caldwell

An Analytical Perspective from International Business Negotiations
Stephen E. Weiss

Conceptualizing Professional Culture and International Negotiations
Kevin Avruch

Negotiation Strategies Across Industries
Catherine H. Tinsley and Jean A. Grube

PART IV: Conclusions

Lessons for Research and Practice
Gunnar Sjöstedt

Ordering information

Professional Cultures in International Negotiations: Bridge or Rift? was published in September 2003 by Lexington Books in association with IIASA

For orders and information, please contact the publisher:
Lexington Books
4501 Forbes Boulevard, Suite 200
Lanham, Maryland 20706, USA
Tel: +1 800 462 6420

ISBN 0-7391-0635-X (cloth) $85
or 0-7391-0638-4 (paperback) $25