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Persuasion

2006

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Ambiguity versus precision: The changing role of terminology in conference diplomacy

Part of Language and Diplomacy (2001): Of central concern in the field of negotiation is the use of ambiguity to find formulations acceptable to all parties. Professor Norman Scott looks at the contrasting roles of ambiguity and precision in conference diplomacy. He explains that while documents drafters usually try to avoid ambiguity, weaker parties to an agreement may have an interest in inserting ambiguous provisions, while those with a stronger position or more to gain will push for precision.

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Part of Language and Diplomacy (2001): In the preface below, Jovan Kurbalija and Hannah Slavik introduce the chapters in the book, and extract the general themes covered by the various authors.

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Multilateral Conferences: Purposeful International Negotiation

Ron Walker was a member of the Australian diplomatic service for 37 years, for the last 22 of which (1975-96) he specialized in multilateral diplomacy. His book on this subject is not an academic book. Instead he has done for multilateral diplomacy what Kishan Rana has done for bilateral diplomacy, namely, provided on the basis of long and wide experience, much at a senior level, a splendid handbook of practical advice for the novice.

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Persuasion through negotiation at the Congress of Vienna 1814-1815

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Philosophy of Rhetoric

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Ellsworth Bunker: Global Troubleshooter, Vietnam Hawk

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Language and negotiation: A Middle East lexicon

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Kosovo’s Final Status Negotiation Process: A Way Out or Cul de Sac

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Buttressed by input from scholars, diplomats, and observers with an intimate knowledge of U.S. foreign policy, Honey and Vinegar examines "engagement"—strategies that primarily involve the use of positive incentives.

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Track I Diplomacy

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Persuasion, the Essence of Diplomacy

This journey through persuasion in diplomacy was initiated by Professor Kappeler’s long experience in both practicing diplomacy and in training diplomats.

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The Years of Talking Dangerously

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International Negotiation in a Complex World

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Talking to Americans: Problems of language and diplomacy

Part of Language and Diplomacy (2001): Professor Paul Sharp discusses negotiation with American mediators. He notes that most literature on negotiation is written to advise Americans and other Westerners about negotiating with foreigners.

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Persuasion as the step towards convergence in negotiations

Ambassador Victor Camilleri argues that the essence of diplomacy is a search for a point of convergence. Persuasion is one of the methods through which a point of convergence can be reached. He gives central relevance in diplomacy to the firm grasp of the essential points of negotiation, including assessment of balance of force. This article analyses persuasion in multilateral diplomacy through a case study the Maltese initiative on the ‘Common heritage of mankind’.

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Negotiations: Social-Psychological Perspectives

Negotiating the Balkans: The Prenegotiation Perspective

The issues, the activities and the relations preceding the formal international negotiations have increasingly become an area of a special theoretical interest.

Negotiating the International Health Regulations

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This Side of Peace: A Personal Account

Track 2 diplomacy and Pakistan

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The Roads from Rio: Lessons Learned from Twenty Years of Multilateral Environmental Negotiations

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Communication barriers to negotiation: Encountering Chinese in cross-cultural business meetings

When two negotiating parties from different cultural backgrounds attempt to communicate, the potential for disagreement and misunderstanding is great. People from other cultural backgrounds, especially from the West, often find the behaviour of Chinese negotiators strange and unintelligible. This paper examines communication barriers between Chinese, Australian and American negotiators.

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The UN and the world diplomatic system: lessons from the Cyprus and US- North Korea talks

In Bourantonis, D. and M. Evriviades (eds), A United Nations for the Twenty-First Century(Kluwer Law International, 1996), pp. 105-16

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Managing Global Chaos

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The Art of Diplomacy: The American Experience

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Cyprus: the search for a solution

Lord Hannay, a senior British diplomat with great experience of multilateral diplomacy, retired in 1995 but was then persuaded to accept the position of Britain’s Special Representative for Cyprus. In this role he played an influential part in the UN-led effort to broker a settlement to the Cyprus conflict until the negotiations temporarily foundered in May 2003, when, with a mixture of relief and regret, he stepped down. (There is a postscript on the referendums held on the island in 2004 on the fifth version of Kofi Annan’s settlement plan.) He has written a brilliant account of the cour...

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Talking to the Enemy: How states without ‘diplomatic relations’ communicate

‘This is an elegant little monograph on what Churchill once called ‘black-market diplomacy, that is, communication between states that, for one reason or another, for example, war, strained relations or non-recognition, lack the normal methods of diplomatic converse… This is illuminating work in an uncultivated field’, Percy Cradock, Prime Minister’s Foreign Policy Adviser, 1984-92, International Relations.

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Back Channel to Cuba: The hidden history of negotiations between Washington and Havana

This book went to press after the much-publicised handshake between US president Barack Obama and Cuban president Raul Castro at the memorial service for Nelson Mandela in December 2013 – but before their historic, simultaneous announcements a year later, assisted by a prisoner exchange and the good offices of the Vatican, that they were resolved to end their 50 years of estrangement and normalise relations.

Equity and state representations in climate negotiations

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How the ‘inscrutables’ negotiate with the ‘inscrutables’: Chinese negotiating tactics vis-à-vis the Japanese

I had the opportunity to participate in the five major negotiations between China and Japan from 1972 to 1975 (i.e., the talks over the normalization of diplomatic relations, and the aviation, trade, shipping and fishery agreements), and to observe the tactics, both offensive and defensive, used by the Chinese participants. Personal impressions are bound to be biased, but fortunately there are at least two books which give us detailed accounts of negotiations between China and Japan in the post-war period. These are The Record of Fishery Talks between China and Japan and The Secret Memorandum ...

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Diplomatic Theory from Machiavelli to Kissinger

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Humanitarian Negotiation: A Handbook for Securing Access, Assistance, and Protection for Civilians in Armed Conflict

This project would not have been possible without the many humanitarian workers who shared their negotiation experience with us. Interviewees are too many in number to be listed separately, but we would like to thank in particular the staff of the International Committee of the Red Cross (ICRC) in Geneva, Switzerland, and Macedonia, the staff of the United Nations High Commissioner for Refugees (UNHCR) in Geneva and Côte d’Ivoire, the members of Save the Children, representatives and inhabitants of La Maison Carrée and the refugee women of Treichville in Côte d’Ivoire, as well a...

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Negotiating and Implementing MEAs: A Manual for NGOs