World economic negotiations

Author: John Odell
Publisher:
Publish Date: 2003-11-01
Features: John Odell has written a groundbreaking book—its analysis of international economic negotiations is rooted in empirical research based on specific cases, with rigorous theory and high practicality. Odell's perspectives are vivid, and the distilled experiences are invaluable. Negotiators from around the world, whether in government, business, or non-profit organizations, should take this book seriously. The World Economy at Negotiations conducts a comparative analysis of 10 major economic negotiations undertaken by the U.S. government since 1944, uncovering the inner workings of these negotiations and explaining the strategic choices and gains of the negotiating representatives from all parties. In this book, the author treats changing market conditions, negotiator beliefs, and domestic politics as important factors influencing negotiation strategy and outcomes, thereby proposing a middle-level negotiation theory based on bounded rationality. The research for this book spanned over a decade, during which the author conducted extensive field research in Japan, Mexico, Brazil, South Korea, Europe, as well as the World Trade Organization and the International Monetary Fund. This book points the way for future negotiation research and offers guidance for improving negotiation behavior, making it applicable to all countries and anyone who may be affected by economic negotiations.