Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post‐Cold War Conflicts

Abstract

Much of the negotiation literature involves two parties that are each assumed to behave in a unitary manner, although a growing body of knowledge considers more complex negotiations. Examples of the latter include two parties where one or both parties do not behave in a unitary manner, multiple parties on one or both sides, parties on multiple sides and parties engaged in separate but linked negotiations. Greater degrees of complexity distinguish these negotiations from negotiations with two unitary parties.