TY  - BOOK
AU  - Odell,John S.
TI  - Negotiating the World Economy /John S. Odell
T2  - Cornell Studies in Political Economy
SN  - 9781501732058
AV  - HF1359 .N446 2018
PY  - 2018///
CY  - Ithaca, NY
PB  - Cornell University Press
KW  - Commercial treaties
KW  - International economic relations
KW  - Negotiation in business
KW  - General Economics
KW  - Electronic Books
N1  - 2; Frontmatter --; Contents --; Figures And Tables --; Acknowledgment; Odell, John S. --; Introduction --; Part One. Elements Of Economic Negotiation --; 1. Purposes And Present Knowledge --; 2. Strategies And Outcomes --; 3. Market Conditions --; Part Two. Two Parties With Fixed Institutions --; 4. Beliefs About Feasibility And Strategy Choice --; 5. Biases, Compensatory Tactics, And Outcomes --; 6. Internal Politics And Outcomes --; 7. Mixed Strategies And Outcomes --; Part Three. An Extension --; 8. Changing Domestic Institutions And Ratifying Regime Agreements 159 With Barry Eichengreen --; Part Four. Implications --; 9. Improving Knowledge --; 10. Improving Negotiations --; Appendix A: Partly Subjective Theory --; Appendix B: Operational Definitions Of Negotiating Strategies --; References --; Index; 2; b
N2  - It is often said economics has become as important as security in international relations, yet we work with much less than full understanding of what goes on when government negotiators bargain over trade, finance, and the rules of international economic organizations. The process of economic negotiation shapes the world political economy, John S. Odell says, and this essential process can be understood and practiced better than it is now.His absorbing book compares ten major economic negotiations since 1944 that have involved the United States. Odell gives the inside stories, targeting the strategies used by the negotiators, and explaining strategy choice as well as why the same strategy gains more in some situations and less in others. He identifies three broad factors--changing market conditions, negotiator beliefs, and domestic politics--as key influences on strategies and outcomes. The author develops an insightful mid-range theory premised on bounded rationality, setting it apart from the most common form of rational choice as well as from views that reject rationality. Negotiating the World Economy reveals a rich set of future research paths, and closes with guidelines for improving negotiation performance today. The main ideas are relevant for any country and for all who may be affected by economic bargaining
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