Ideal Negotiator: A Personal Formula for the New International System



Since the advent of the notion of “practical negotiator” (Zartman and Berman 1982) the majority of those who work in the field of negotiation analysis have been using this concept as the mainstream of thinking. A “practical negotiator” is not necessarily one who fanatically preaches negotiation; he/she simply understands the importance of an agreement and is ready to undertake necessary steps to achieve a negotiated solution.


World Trade Organization Practical Negotiator Legitimate Interest Power Policy Negotiation Position 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


  1. Aquilar, F., & Galluccio, M. (2008). Psychological processes in international negotiations: Theoretical and practical perspectives. New York: Springer.CrossRefGoogle Scholar
  2. Binnendijk, H. (Ed.). (1987). National negotiating styles. Washington DC: Center for the Study of Foreign Affairs, Foreign Service Institute, US Department of State.Google Scholar
  3. Meerts, P., & Cede, F. (Eds.). (2004). Negotiating European union. Chippenham/Eastbourne: Antony Rowe Ltd.Google Scholar
  4. Fisher, R., & Ury, W. (1981). Getting to yes: Negotiating agreement without giving in. Boston: Houghton Mifflin.Google Scholar
  5. Kremenyuk, V. (2005). Negotiation paradigm: Three in one. In G. O. Faure (Ed.), La negociation: Regards sur sa diversite. Premiere Biennale internationale de la negociation, sous la direction de Guy Olivier Faure. Paris: Publibook.Google Scholar
  6. Putnam, R. (1988). Diplomacy and domestic politics: The logic of two-level games. Internal Organization, 42(1), 427–460.CrossRefGoogle Scholar
  7. Raiffa, H. (1984). The art and science of negotiation. Cambridge: Harvard University Press.Google Scholar
  8. Schelling, T. C. (1960). The strategy of conflict. Cambridge: Harvard University Press.Google Scholar
  9. Zartman, I. W., & Berman, M. R. (Eds.). (1982). The practical negotiator. New Haven: Yale University Press.Google Scholar

Copyright information

© Springer Science+Business Media, LLC 2011

Authors and Affiliations

  1. 1.Institute for USA and Canada studiesRussian Academy of Sciences, Russian FederationMoscowRussia

Personalised recommendations