How nations negotiate. Written under the auspices of the Center for International Affairs, Harvard University.


[1st ed.].. New York, Harper and Row [1964] .

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Subjects Diplomatic negotiations in international disputes.
Négociations diplomatiques dans les conflits internationaux.
Négociations.
Description xii, 274 pages 22 cm
Copyright Date [1964]
Notes Includes bibliographical references.
Contents What is negotiation? -- Agreement and disagreement -- Five objectives -- Negotiating for side-effects -- The continual threefold choice -- The bargaining reputation -- Rules of accommodation -- Domestic affairs -- Personalities -- Shifting evalluations -- How the partiescome to terms -- Negotiating skill: East and west.
Network Numbers (OCoLC)711201
(OCoLC)ocm00711201
WorldCat Search OCLC WorldCat
WorldCat Identities Iklé, Fred Charles.
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