Verfügbarkeit: International negotiations

Gespeichert in:

Bibliographische Detailangaben
Titel:	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies
Von:	Alexander Mühlen
Person:	Mühlen, Alexander 1942-2021 Verfasser aut
Hauptverfasser:	Mühlen, Alexander 1942-2021 (VerfasserIn)
Format:	Buch
Sprache:	Englisch
Veröffentlicht:	Münster [u.a.] LIT 2010
Ausgabe:	[1. engl. ed.]
Notation:	MD 7200 MK 1550 PR 2180 QP 300 QP 305
Schlagwörter:	Internationale Kooperation Verhandlungstechnik
Medienzugang:	http://deposit.dnb.de/cgi-bin/dokserv?id=3518095&prov=M&dok_var=1&dok_ext=htm http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020548005&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Beschreibung:	Literaturangaben
Umfang:	301 S.
ISBN:	9783643108241

Internformat

MARC


LEADER	00000nam a2200000 c 4500
001	BV036628123
003	DE-604
005	20140702
007	t\|
008	100823s2010 gw \|\|\|\| 00\|\|\| eng d
015			\|a 10,N31 \|2 dnb
016	7		\|a 100506721X \|2 DE-101
020			\|a 9783643108241 \|c PB. : EUR 29.90, sfr 47.90 (freier Pr.) \|9 978-3-643-10824-1
024	3		\|a 9783643108241
035			\|a (OCoLC)700352575
035			\|a (DE-599)DNB100506721X
040			\|a DE-604 \|b ger \|e rakddb
041	0		\|a eng
044			\|a gw \|c XA-DE-NW
049			\|a DE-355 \|a DE-11 \|a DE-20 \|a DE-12 \|a DE-473 \|a DE-863 \|a DE-739
082	0		\|a 327.17 \|2 22/ger
084			\|a MD 7200 \|0 (DE-625)122538: \|2 rvk
084			\|a MK 1550 \|0 (DE-625)123020: \|2 rvk
084			\|a PR 2180 \|0 (DE-625)139518: \|2 rvk
084			\|a QP 300 \|0 (DE-625)141850: \|2 rvk
084			\|a QP 305 \|0 (DE-625)141851: \|2 rvk
084			\|a 320 \|2 sdnb
100	1		\|a Mühlen, Alexander \|d 1942-2021 \|e Verfasser \|0 (DE-588)1025517261 \|4 aut
245	1	0	\|a International negotiations \|b confrontation, competition, cooperation ; with many intercultural facts and case studies \|c Alexander Mühlen
250			\|a [1. engl. ed.]
264		1	\|a Münster [u.a.] \|b LIT \|c 2010
300			\|a 301 S.
336			\|b txt \|2 rdacontent
337			\|b n \|2 rdamedia
338			\|b nc \|2 rdacarrier
500			\|a Literaturangaben
650	0	7	\|a Internationale Kooperation \|0 (DE-588)4120503-0 \|2 gnd \|9 rswk-swf
650	0	7	\|a Verhandlungstechnik \|0 (DE-588)4134584-8 \|2 gnd \|9 rswk-swf
689	0	0	\|a Internationale Kooperation \|0 (DE-588)4120503-0 \|D s
689	0	1	\|a Verhandlungstechnik \|0 (DE-588)4134584-8 \|D s
689	0		\|5 DE-604
856	4	2	\|q text/html \|u http://deposit.dnb.de/cgi-bin/dokserv?id=3518095&prov=M&dok_var=1&dok_ext=htm \|3 Inhaltstext
856	4	2	\|m DNB Datenaustausch \|q application/pdf \|u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020548005&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA \|3 Inhaltsverzeichnis
943	1		\|a oai:aleph.bib-bvb.de:BVB01-020548005

Datensatz im Suchindex

DE-BY-UBR_call_number	51/MD 7200 M945
DE-BY-UBR_katkey	4656187
DE-BY-UBR_location	UB Lesesaal Philosophicum 2: Politologie
DE-BY-UBR_media_number	069037473327
_version_	1835087582665375744
adam_text	CONTENTS 5 CHARTS 9 CASES, ANNEXES IO PREFACE TO THE ENGLISH EDITION 11 PREFACE 12 INTRODUCTION 13 BEFORE CHAPTER I - A CASE STUDY 19 CHAPTER I. BASIC COMPONENTS 25 1. WHAT IS A NEGOTIATION? 25 1.1 CONVERSATION (SMALL TALK) 25 1.2 SPEECH/LECTURE, PERSUASION, INTERVIEW 27 1.3 DEBATE 27 1.4 NEGOTIATION 28 2. WHO NEGOTIATES, AND WHEN? 30 3. WHAT IS THE AIM OF NEGOTIATING? 31 3.1 ONE-SIDED ATTRIBUTION ( BONE OF CONTENTION ) 31 3.2 ENLARGING THE OBJECT 33 3.3 DISTRIBUTION 35 3.4 EXCHANGE 35 3.5 ZERO SUM, COMPROMISE HAGGLING 36 3.6 CONFLICT 47 4. WHAT IS THE PREREQUISITE OF NEGOTIATING? 40 5. WHAT HOMEWORK HAS TO BE DONE? 45 6. WHO IS A NEGOTIATOR S PARTNER? 45 7. WHO IS A NEGOTIATOR S OPPONENT? 46 8. WHAT ARE THE BASIC STRUCTURE AND THE MOST IMPORTANT INSTRUMENT? 47 9. ARE THERE FEMALE AND MALE NEGOTIATIONS? 47 CHAPTER II. NEGOTIATING STRUCTURES 51 1. WHEN DO NEGOTIATIONS BEGIN? 51 2. WHO OPENS? 51 3. HOW ARE NEGOTIATIONS STRUCTURED? 52 3.1. SINGLE-LEVEL NEGOTIATIONS 52 3.2. MULTISTAGE NEGOTIATIONS 53 3.3. CONFRONTATION OR COPERATION AS AN ALTERNATIVE 55 4. WHEN ANALYZE A PROBLEM TO ITS CONSTITUENT PARTS - AND WHEN TO MAKE PACKAGE DEALS? 56 BIBLIOGRAFISCHE INFORMATIONEN HTTP://D-NB.INFO/100506721X DIGITALISIERT DURCH 5. WHAT ARE THE DYNAMICS OF NEGOTIATING? 57 6. WHAT DOES A GOOD RESULT LOOK LIKE? 57 CHAPTER III. ELEMENTARY STRATEGIES OF BILATERAL NEGOTIATING 59 1. STARTING POINT 59 1.1 BASIC SITUATIONS 59 1.2 MORE COMPLEX CASES 59 1.3 DIVISIBILITY OF THE MATTER 60 2. INDIVISIBLE OBJECTS 68 3. MAXIMUM - MINIMUM - OPTIMUM 70 3.1 MAXIMAL POSITION 70 3.2 POSITION OF THE OPPONENT, FAIR NEGOTIATIONS ? 71 3.3 MINIMAL POSITION - BATNA 71 3.4 OPTIMUM 75 3.5 FURTHER ALTERNATIVES 77 4. BROADER SCENARIOS: MORE SUBJECTS,MORE DELEGATIONS 78 4.1 PACKAGE DEALS 78 4.2 WEIGHING ITEMS AND PARTNERS 81 CHAPTER IV. MULTILATERAL NEGOTIATIONS - A TASK FOR THE ADVANCED 83 1. INTRODUCTION 83 2. BASIC CATEGORIES 84 3. CONSENSUS FORUMS 86 4. MAJORITY FORUMS 91 4.1 BASICS 91 4.2 DEMOCRATIC MAJORITY CHANGE, MIXED FORUMS 92 4.3 STRUCTURE OF THE MAJORITY SYSTEM 95 4.4 MAJORITY SYSTEM: DRAFTING A RESOLUTION 100 4.5 WORLDWIDE EXAMPLES 103 4.5.1 UNITED NATIONS 104 4.5.2 EUROPEAN COMMUNITY / UNION 117 4.5.3 OTHER FORUMS 118 5. MIXED SYSTEMS 119 5.1 QUALIFIED MAJORITY 119 5.2. CONSENSUS AS A COMMON DENOMINATOR 119 5.3 ALLOWING ONESELF BEING OUTVOTED 120 6. VERTICAL STRUCTURES OF MULTILATERAL FORUMS 122 7. CONFRONTATIONAL VARIANTS: CONDEMNATION, SANCTIONS 131 CHAPTER V. MEDIATION AND CRISIS PREVENTION 135 1. THE MEDIATOR 135 2. CONFERENCE OFFICIALS 136 3. APPOINTED MEDIATORS 137 4. NEUTRALS AND NON-ALIGNED 137 5. SECOND TRACK DIPLOMACY 138 6. NEW METHODS OF CONFLICT RESOLUTION - THE PARALLEL MODEL 138 7. CRISIS PREVENTION 141 CHAPTER VI. POSITIONS, STRUCTURAL IMBALANCES 145 1. WHY TAKE POSITIONS? 145 2. OVERCOMING FIXED POSITIONS 149 3. CONFIDENT VERSUS NON-CONFIDENT NEGOTIATOR 150 4. WAYS OUT OF THE SENSE OF INFERIORITY 154 5. REQUIREMENT OF LEGALITY, BAN ON VIOLENCE 155 CHAPTER VII. INTERCULTURAL COMPONENTS 157 1. CULTURAL DIFFERENCES - GLOBAL PERSPECTIVE 157 1.1 MONOCHROME VS. POLYCHRONIC SOCIETIES 157 1.2 PROTOCOL 159 1.3 INDIVIDUALISM VS. COLLECTIVISM 160 1.4 MOBILITY 161 2. CULTURAL DIFFERENCES - EUROPEAN (EU) PERSPECTIVE 163 2.1 ANGLO-SAXONS 163 2.2 GALLIC (ROMANCE) 165 2.3 TEUTONS 165 2.4 EASTERN CENTRAL EUROPEANS 167 2.5 EASTERN MEDITERREANEAN GROUP 167 3. SUBSTANCE, ATMOSPHERE, LONG-TERM RELATIONSHIP 167 CHAPTER VIII. THE FIVE MODES OF NEGOTIATING 175 1. FIRST MODE: PUSH (OFFENSIVE/OPEN) 176 2. SECOND MODE: PULL (OFFENSIVE/CONCEALED) 178 3. BORDERLINE CASES BETWEEN PUSH AND PULL 182 4. THIRD MODE: REJECT (DEFENSIVE/OPEN) 184 5. FOURTH MODE: AVOID (DEFENSIVE/CONCEALED) 185 6. THE INTERACTIVE MODES - SUMMARY 192 7. FIFTH MODE: STAND STILL - NOT MOVE 192 EXCURSION 2. ARGUING FROM SUPERIORITY 205 2.1 MOMENTARY SUPERIORITY - LEADING THE OTHER SIDE 205 2.2 STRUCTURAL SUPERIORITY - PUSHING THE OTHER SIDE 208 3. ARGUING STYLES AS WEAPONS 209 3.1 INDUCTIVE - FROM ASSERTIONS TO CONNECTIONS 209 3.2 DEDUCTIVE - FROM PREMISES TO CONCLUSIONS 211 3.3 NORMATIVE - FROM LEGAL POSITIONS TO DEMANDS 213 3.4 A FAREWELL TO ARMS 214 4. SOLUTION-ORIENTED ARGUMENTS 215 4.1 FACTUAL - FROM FACTS TO COMMON GROUND 215 4.2 CONSTRUCTIVE AND CREATIVE - FROM PROPOSALS AND PRELIMINARY IDEAS TO SOLUTIONS 216 CHAPTER X. NEGOTIATOR TYPOLOGY, LINE-UP OF DELEGATIONS 219 1. INTRODUCTION - TYPE PATTERNS 219 2. THE TYPES 219 2.1 THE DIRECTOR TYPE 219 2.2 THE EXPRESSIVE TYPE 220 2.3 THE RELATER TYPE 220 2.4 THE THINKER TYPE 221 3. COMPATIBILITIES 221 3.1 THE SAME TYPES 221 3.2 OPPOSITES ATTRACT? 222 3.3 NEIGHBOURING TYPES 222 3.4 COMBINATIONS OF THREE TYPES 223 4. MIXED TYPES 223 5. WHAT HAPPENS DURING NEGOTIATIONS? 224 6. LOPSIDED TEAMS 225 ANNEX 1-4 229 EPILOGUE BY ELMAR BARTSCH 283 LITERATURE 285 INDEX 289
any_adam_object	1
author	Mühlen, Alexander 1942-2021
author_GND	(DE-588)1025517261
author_facet	Mühlen, Alexander 1942-2021
author_role	aut
author_sort	Mühlen, Alexander 1942-2021
author_variant	a m am
building	Verbundindex
bvnumber	BV036628123
classification_rvk	MD 7200 MK 1550 PR 2180 QP 300 QP 305
ctrlnum	(OCoLC)700352575 (DE-599)DNB100506721X
dewey-full	327.17
dewey-hundreds	300 - Social sciences
dewey-ones	327 - International relations
dewey-raw	327.17
dewey-search	327.17
dewey-sort	3327.17
dewey-tens	320 - Political science (Politics and government)
discipline	Rechtswissenschaft Politologie Wirtschaftswissenschaften
edition	[1. engl. ed.]
format	Book
fullrecord	<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02022nam a2200493 c 4500</leader><controlfield tag="001">BV036628123</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20140702 </controlfield><controlfield tag="007">t\|</controlfield><controlfield tag="008">100823s2010 gw \|\|\|\| 00\|\|\| eng d</controlfield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">10,N31</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="016" ind1="7" ind2=" "><subfield code="a">100506721X</subfield><subfield code="2">DE-101</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9783643108241</subfield><subfield code="c">PB. : EUR 29.90, sfr 47.90 (freier Pr.)</subfield><subfield code="9">978-3-643-10824-1</subfield></datafield><datafield tag="024" ind1="3" ind2=" "><subfield code="a">9783643108241</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)700352575</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)DNB100506721X</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakddb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">gw</subfield><subfield code="c">XA-DE-NW</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-355</subfield><subfield code="a">DE-11</subfield><subfield code="a">DE-20</subfield><subfield code="a">DE-12</subfield><subfield code="a">DE-473</subfield><subfield code="a">DE-863</subfield><subfield code="a">DE-739</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">327.17</subfield><subfield code="2">22/ger</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">MD 7200</subfield><subfield code="0">(DE-625)122538:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">MK 1550</subfield><subfield code="0">(DE-625)123020:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">PR 2180</subfield><subfield code="0">(DE-625)139518:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 300</subfield><subfield code="0">(DE-625)141850:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 305</subfield><subfield code="0">(DE-625)141851:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">320</subfield><subfield code="2">sdnb</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Mühlen, Alexander</subfield><subfield code="d">1942-2021</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)1025517261</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">International negotiations</subfield><subfield code="b">confrontation, competition, cooperation ; with many intercultural facts and case studies</subfield><subfield code="c">Alexander Mühlen</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">[1. engl. ed.]</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Münster [u.a.]</subfield><subfield code="b">LIT</subfield><subfield code="c">2010</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">301 S.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Literaturangaben</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Internationale Kooperation</subfield><subfield code="0">(DE-588)4120503-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Internationale Kooperation</subfield><subfield code="0">(DE-588)4120503-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="q">text/html</subfield><subfield code="u">http://deposit.dnb.de/cgi-bin/dokserv?id=3518095&prov=M&dok_var=1&dok_ext=htm</subfield><subfield code="3">Inhaltstext</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">DNB Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020548005&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="943" ind1="1" ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-020548005</subfield></datafield></record></collection>
id	DE-604.BV036628123
illustrated	Not Illustrated
indexdate	2024-12-20T14:38:33Z
institution	BVB
isbn	9783643108241
language	English
oai_aleph_id	oai:aleph.bib-bvb.de:BVB01-020548005
oclc_num	700352575
open_access_boolean
owner	DE-355 DE-BY-UBR DE-11 DE-20 DE-12 DE-473 DE-BY-UBG DE-863 DE-BY-FWS DE-739
owner_facet	DE-355 DE-BY-UBR DE-11 DE-20 DE-12 DE-473 DE-BY-UBG DE-863 DE-BY-FWS DE-739
physical	301 S.
publishDate	2010
publishDateSearch	2010
publishDateSort	2010
publisher	LIT
record_format	marc
spellingShingle	Mühlen, Alexander 1942-2021 International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies Internationale Kooperation (DE-588)4120503-0 gnd Verhandlungstechnik (DE-588)4134584-8 gnd
subject_GND	(DE-588)4120503-0 (DE-588)4134584-8
title	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies
title_auth	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies
title_exact_search	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies
title_full	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies Alexander Mühlen
title_fullStr	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies Alexander Mühlen
title_full_unstemmed	International negotiations confrontation, competition, cooperation ; with many intercultural facts and case studies Alexander Mühlen
title_short	International negotiations
title_sort	international negotiations confrontation competition cooperation with many intercultural facts and case studies
title_sub	confrontation, competition, cooperation ; with many intercultural facts and case studies
topic	Internationale Kooperation (DE-588)4120503-0 gnd Verhandlungstechnik (DE-588)4134584-8 gnd
topic_facet	Internationale Kooperation Verhandlungstechnik
url	http://deposit.dnb.de/cgi-bin/dokserv?id=3518095&prov=M&dok_var=1&dok_ext=htm http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020548005&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT muhlenalexander internationalnegotiationsconfrontationcompetitioncooperationwithmanyinterculturalfactsandcasestudies

Verfügbarkeit

Bestellmöglichkeit prüfen

Inhaltsverzeichnis

UB Lesesaal Philosophicum 2: Politologie

Signatur notieren und vor Ort nutzen oder für zwei Wochen ausleihen

Bestandsangaben von UB Lesesaal Philosophicum 2: Politologie
Signatur:	51 MD 7200 M945
Exemplar 1	entleihbar Vorhanden