Professional Cultures in International

Contributors to this groundbreaking volume discuss situations in which professional cultures and their interactions color negotiations on issues relating to trade, environment or disarmament. Professional Cultures in International Negotiation provides insights into the potential benefits and the perils of enlisting professionals in multilateral discussions, including particularly useful analysis of the circumstances in which professional cultures can bridge diverse delegations and those in which they will cause or deepen rifts.

List of Figures and Tables

vii

Preface

ix

PART I: Introduction

1

(22)

Gunnar Sjöstedt, Guy Olivier Faure, and Winfried Lang

PART II: Case Studies

23

(128)

Introduction: Negotiations of the Past

25

(2)

1 Scientific Culture and Its Role in International Negotiations

27

(16)

Klaus Gottstein

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

43

(16)

Gerhard Hafner

3 Finland's Membership Negotiations with the European Union

59

(24)

Timo Kivimäki

4 Uruguay Round Services Negotiations

83

(18)

Anders Ahnlid

5 Negotiations on the Comprehensive Nuclear Test-Ban Treaty

101

(28)

Andreas J. Kumin

6 Negotiations on the Convention to Combat Desertification

129

(22)

Pamela Chasek

PART III: Analysis

151

(84)

Introduction: Perspectives on Professional Culture

153

(2)

7 A Qualitative Interview with Thirteen Practitioners

155

(16)

Nancy Caldwell

8 An Analytical Perspective from International Business Negotiations

171

(30)

Stephen E. Weiss

9 Conceptualizing Professional Culture and International Negotiations

201

(16)

Kevin Avruch

10 Negotiation Strategies across Industries

217

(18)

Catherine H. Tinsley and Jean A. Grube

PART IV: Conclusions

235

(28)

11 Lessons for Research and Practice

237

(26)

Gunnar Sjöstedt

References

263

(16)

Index

279

(12)

About the Contributors

291

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Professional Cultures in International Negotiation Bridge or Rift?

Summary

Table of Contents

Supplemental Materials