| List of Figures | p. x |
| List of Tables | p. xi |
| Introduction | p. xii |
| Negotiations and the Theory of Negotiation | p. 1 |
| What is negotiation? | p. 4 |
| What characterizes negotiations? | p. 5 |
| The specific characteristics of international negotiations | p. 8 |
| The three phases of the negotiation process | p. 10 |
| Conflict as the Subject of Negotiations | p. 16 |
| Conflict and negotiation | p. 16 |
| What is a political conflict? | p. 16 |
| The dynamics of conflict evolution: A dynamic model of conflict | p. 17 |
| Negotiations in situations of crisis and war | p. 19 |
| The most intensive form of conflict: War | p. 20 |
| What kind of negotiable or non-negotiable conflicts do we face today in international politics? | p. 21 |
| Looking back: Changes in conflict behaviour | p. 21 |
| Looking ahead: Hypotheses about future conflict behaviour | p. 26 |
| Bringing negotiations and conflicts together | p. 30 |
| The KOSIMO Project | p. 31 |
| Conflict and conflict management: The life cycle of symmetry between means and ends | p. 32 |
| Who Negotiates with What Means? | p. 35 |
| The negotiator | p. 35 |
| Confrontational versus integrative negotiation | p. 36 |
| The negotiation dilemma | p. 37 |
| Advice to practitioners | p. 39 |
| Culture and Multilateral Negotiation | p. 42 |
| Negotiation style and negotiation culture | p. 42 |
| Examples taken from cases demonstrating Japanese and German negotiating styles | p. 50 |
| Different national cultures and styles | p. 57 |
| Three discourses on nation-building | p. 57 |
| Language groups and intellectual style | p. 59 |
| Political mobilization and protest | p. 59 |
| The democratic deficit within the EU, as perceived by the United Kingdom, Germany and France | p. 60 |
| The case of the nomination of the President of the European Central Bank | p. 62 |
| Core terms in the European discourse | p. 63 |
| The Instruments of Negotiation | p. 67 |
| Typologies of negotiation techniques and resources | p. 68 |
| Actor-related resources | p. 69 |
| Principled negotiation (Harvard Negotiation Project) | p. 70 |
| Shuttle diplomacy | p. 71 |
| Brainstorming | p. 72 |
| Issue-related resources | p. 72 |
| Extension or differentiation of the issues | p. 72 |
| Reconciliation of interests | p. 73 |
| Setting quotas and proportions | p. 76 |
| Exchange or package deals | p. 77 |
| The allocation of emission quotas | p. 77 |
| Process-related resources: strategies, tactics | p. 77 |
| Delay | p. 77 |
| Escape into generalization and ideology | p. 78 |
| Two-track setting | p. 78 |
| Reframing | p. 79 |
| Changes in perspective | p. 79 |
| The negotiation formula | p. 81 |
| The one- or two-text procedure | p. 82 |
| The shadow of the future | p. 83 |
| External conditions | p. 83 |
| Rules of decision-making | p. 83 |
| Binding and non-binding agreements | p. 85 |
| Linking instruments to power resources | p. 86 |
| The Role of Power in Negotiations | p. 89 |
| The three dimensions of power | p. 91 |
| Symmetry and asymmetry | p. 94 |
| The five manifestations of symmetry and asymmetry | p. 97 |
| The first manifestation: symmetry/asymmetry as power of possession | p. 100 |
| The second manifestations of symmetry/asymmetry as a process variable in the pursuit of equality | p. 101 |
| The third manifestation: Relations between ends and means | p. 106 |
| The fourth manifestation: Symmetry/asymmetry of mediation equidistance | p. 109 |
| The fifth manifestation of symmetry: Outcomes as a fair share | p. 111 |
| The Power of Powerlessness, or How Weakness Can be Transformed into Strength | p. 115 |
| Resources of the weaker party | p. 115 |
| Increasing resources through amalgamation: Coalition-building | p. 117 |
| The limits to negotiations | p. 119 |
| Principled negotiation: The Harvard Project approach | p. 120 |
| The discourse model | p. 121 |
| Rational choice | p. 121 |
| Inadequate means: Means and ends relationship | p. 123 |
| The Power of Institutions: Collective Negotiating in Groups | p. 125 |
| Effectiveness | p. 128 |
| Representativeness | p. 132 |
| Negotiating in regionally integrated institutions such as the European Union | p. 134 |
| The Power of Law: Negotiating Within the Framework of International Norms and Principles | p. 136 |
| The Petersberg (Germany) conference on Afghanistan | p. 137 |
| The US-EU trade dispute | p. 138 |
| The Mediator, the Faciliator | p. 141 |
| Mediation strategies | p. 142 |
| Who mediates? | p. 145 |
| Third party instruments | p. 150 |
| The mediators, the conciliators | p. 153 |
| Mediation in civic affairs | p. 156 |
| Modalities of Conflict Termination | p. 159 |
| Typology of conflict termination and the role of negotiation | p. 159 |
| Some historic examples | p. 159 |
| The quality of negotiated agreements | p. 162 |
| Non-decisions | p. 162 |
| Partial decisions | p. 163 |
| Radical resolutions | p. 163 |
| Ambiguous decisions | p. 163 |
| Majority decisions and compromise | p. 164 |
| Stable and unstable decisions | p. 164 |
| Conservative or progressive decisions | p. 164 |
| Future-oriented agreements | p. 165 |
| Military, territorial and political results | p. 165 |
| Territorial results | p. 166 |
| Political results | p. 167 |
| Formal versus informal termination | p. 168 |
| Conflicts in the UN Security Council | p. 169 |
| Historical cases | p. 169 |
| Unfinished wars: Short-lived results | p. 171 |
| Resolution Through Negotiation | p. 173 |
| The theory of 'unfinished' peace agreements | p. 175 |
| Kantian peace in the Western world | p. 177 |
| The six components of a durable solution | p. 178 |
| Justice and fairness in negotiations | p. 184 |
| Peace agreements forced upon the parties risk new wars; peace agreements deriving of their name bring about peace | p. 187 |
| Hypotheses About the Nature, Environment, Rules of Conflict, Third Parties, and Outcomes/Solutions | p. 189 |
| Hypotheses concerning the nature of conflicts | p. 189 |
| Hypotheses concerning the environment | p. 190 |
| Hypotheses concerning the issues in conflict | p. 190 |
| Theses on conflict management | p. 191 |
| The role of third parties, the mediators | p. 191 |
| Hypotheses concerning the resolution of conflicts | p. 193 |
| Hypotheses concerning outcomes | p. 194 |
| Conclusions | p. 196 |
| Notes | p. 200 |
| Bibliography | p. 204 |
| Index | p. 212 |
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