Florida International University

Department of International Relations

Fall 2005

INR 4436-51

International Negotiation

Instructor: Professor Shlomi Dinar

Phone: 305-919-4839

E-mail: dinars@fiu.edu

Office: Academic 1, 323A

Class Time: Tuesdays and Thursdays, 11:00-12:15pm

Office Hours: Tuesdays and Thursdays, 2:00-3:00pm

Course Overview and Objectives

This course aims to familiarize students with the key components of international negotiation and the varied approaches to negotiation analysis. To that extent, we will examine the different stages of a negotiation process as well as discuss topics such as asymmetrical negotiation, mediation and third-party intervention. The first part of the course will be largely theoretical, while the second part of the course will include a series of case studies. Both theory and practice will be merged and scrutinized.

This course is relevant for all students interested in the process of negotiation. However, the course is designed especially for upper division INR majors. It is recommended that students have taken Introduction to INR (INR 2001).

Course Requirements

Midterm Exam 35 %

Final Exam 40 %

Presentation 20 %

Class Participation 5 %

Midterm and Final Exam

Both exams are in-class exams and are short answer essay. You will have the entire class period to complete the exams.

I DO NOT MAKE ANY EXCEPTIONS FOR STUDENTS WHO HAVE NEGLECTED TO TAKE AN EXAM ON THE SCHEDULED DAY. IF YOU ANTICIPATE A PROBLEM YOU SHOULD SEE ME AS SOON AS POSSIBLE.

You are expected to perform in line with the university’s standards of student conduct, especially on the issue of academic honesty. “The use of literature, notes, aids, or assistance from other sources should be clearly identified with respect to all course assignments and examinations.” Any evidence of academic dishonesty or plagiarism will be reported to university administration, and the student will get an F.

Group Presentation

Each group will be asked to give a presentation on how the concepts covered in the course can be applied to the outcomes of the following cases: Oslo Peace Process, Camp David I, Camp David II, Israeli-Syrian negotiations, Cuban Missile Crisis, the Montreal Protocol, Panama Canal negotiations, and SALT II negotiations. Each group is assigned a book or a set of readings on the aforementioned topics. These readings are available on reserve or through me. It is highly recommended that students start early on these readings. Each member of the group will be required to present part of the material.

Class Participation

In this course the emphasis will be on the readings and discussion of theoretical concepts and practical cases. Class discussion will be more interesting and stimulating if you come to class prepared. Students are always encouraged to participate and ask questions.

Office Hours

Please note that I will be available during my office hours for any questions or concerns students wish to discuss. If you cannot make it to office hours, please make an appointment via e-mail.

Reading Assignments

There is a course reader for you to purchase at Panther Print and Mail. It is the only required text for this course and contains all the readings in the syllabus.

This syllabus is provisional, and therefore, a change in its content is solely under the discretion of the instructor. In case of a change, students will be notified in advance.

INTERNATIONAL NEGOTIATION
Tues, Aug 30	Introduction
	Roy J. Lewicki and Joseph Litterer, Negotiation, (Homewood: Irwin, 1985), pgs. 1-19.
	William Zartman, “Negotiation as a Joint Decision-Making Process,” in William Zartman (Ed.) The Negotiation Process: Theories and Applications, (London: Sage Publications, 1978), pgs. 67-86.
Thurs, Sep 1	Basic Terms and Characteristics: The Larger Context
	Terrence Hopmann, The Negotiation Process and the Resolution of International Conflicts, (Columbia, South Carolina: University of South Carolina Press, 1996), pgs. 195-220.
Tues, Sep 6	Structural Analysis
	Jeffrey Rubin and Bert Brown, The Social Psychology of Bargaining and Negotiation, (New York: Academic Press 1975), pgs. 213-233.
Thurs, Sep 8	Strategic Analysis
	Roy J. Lewicki and Joseph Litterer, Negotiation, (Homewood: Irwin, 1985), pgs. 21-44.
	Terrence Hopmann, The Negotiation Process and the Resolution of International Conflicts, (Columbia, South Carolina: University of South Carolina Press, 1996), pgs. 37-52.
Tues, Sep 13	Processual Analysis
	Terrence Hopmann, The Negotiation Process and the Resolution of International Conflicts, (Columbia, South Carolina: University of South Carolina Press, 1996), pgs. 174-194.
Thurs, Sep 15	Integrative Analysis
	Daniel Druckman ”Stages, turning points, and crises,” Journal of Conflict Resolution, V 30, N 2, (1986), pgs. 327-360.
Tues, Sep 20	Cognitive Analysis
	Christer Jonsson, “Cognitive Theory,” in Victor A. Kremenyuk (Ed.), International Negotiation (San Francisco, CA: Jossey Bass, 2002), pgs. 270-286.
	C.R. Mitchell, The Structure of International Conflict, (London: The Macmillan Press LTD, 1981), pgs. 99-119.
	Janice Gross Stein, “Image, Identity and Conflict Resolution,” in Chester Crocker, Fen Osler Hampson and Pamela Aall, Managing Global Chaos: Sources of and Responses to International Conflict, (Washington, D.C.: United States Institute of Peace, 1996), pgs. 93-111.
Thurs, Sep 22	Behavioral and Personality Analysis and Leadership
	Roy J. Lewicki and Joseph Litterer, Negotiation, (Homewood: Irwin, 1985), pgs. 259-278.
	Jeffrey Rubin, “The Actors in Negotiation,” in Victor A. Kremenyuk (Ed.), International Negotiation (San Francisco, CA: Jossey Bass, 2002), pgs. 97-109.
	Janice Gross Stein, “Political learning by doing: Gorbachev as uncommitted thinker and motivated learner,” International Organization, V 48, N2 (Spring 1994), pgs. 155-183.
Tues, Sep 27	Ripeness
	William Zartman, “Ripeness: The Hurting Stalemate and Beyond,” in Paul Stern and Daniel Druckman, (Eds.) International Conflict Resolution After the Cold War, (Washington, D.C.: National Academy Press, 2001), pgs. 225-250.
	Richard Haass, “Ripeness and the Settlement of International Disputes,” Survival V 30, N 3 (1988), pgs. 233-251.
Thurs, Sep 29	Pre-negotiations
	William Zartman, “Prenegotiation: Phases and Functions,” in Janice Gross Stein (Ed.) Getting to the Table: The Process of International Prenegotiation, (Baltimore: The Johns Hopkins University Press, 1989), pgs. 1-17.
	Janice Gross Stein, “Getting to the Table: The Triggers, Stages, Functions, and Consequences of Prenegotiation,” in Janice Gross Stein (Ed.) Getting to the Table: The Process of International Prenegotiation, (Baltimore: The Johns Hopkins University Press, 1989), pgs. 239-268.
Tues, Oct 4	NO CLASS
Thurs, Oct 6	Negotiations
	Roy J. Lewicki and Joseph Litterer, Negotiation, (Homewood: Irwin, 1985), pgs. 75-128, 279-299.

Tues, Oct 11	Strategies and Tactics
	Thomas Schelling, The Strategy of Conflict, (Cambridge: Harvard University Press, 1960), pgs. 21-52.
	Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, (Boston: Houghton Mifflin Company, 1981) pgs. 97-143.
Thurs, Oct 13	NO CLASS
Tues, Oct 18	Midterm
Thurs, Oct 20	Outcomes to Negotiations and Implementation
	Arild Underdal, “The Outcomes of Negotiation,” in Victor A. Kremenyuk (Ed.), International Negotiation (San Francisco, CA: Jossey Bass, 2002), pgs. 110-125.
Tues, Oct 25	Culture, Semantics, and Negotiation
	Raymond Cohen, “Negotiating Across Cultures,” in Chester Crocker, Fen Hampson and Pamela Aall (Eds.), Managing Global Chaos: Sources of and Responses to International Conflict, (Washington, D.C.: United States Institute of Peace Press, 1996), pgs. 487-500.
	Guy Olivier Faure and Jeffrey Rubin (Eds.), Culture and Negotiation: The Resolution of Water Disputes, (London: Sage Publication, 1993), pgs. 1-54.
Thurs, Oct 27	Asymmetric Negotiation
	Terrence Hopmann, The Negotiation Process and the Resolution of International Conflicts, (Columbia, South Carolina: University of South Carolina Press, 1996), pgs. 99-119.
	William Habeeb, Power and Tactics in International Negotiation: How Weak Nations Bargain with Strong Nations, (Baltimore: The Johns Hopkins University Press, 1988), pgs. 1-26.
Tues, Nov 1	Mediation and Third-party Intervention
	Jacob Bercovitch, “The Structure and Diversity of Mediation of International Disputes,” in Jacob Bercovitch and Jeffrey Rubin (Eds.), Mediation in International Relations: Multiple Approaches to Conflict Management, (London: St. Martin’s Press, 1992), pgs. 1-29.
	I. William Zartman and Saadia Touval, "International Mediation in the Post-Cold War Era," in Chester Crocker, Fen Hampson and Pamela Aall (Eds.), Managing Global Chaos: Sources of and Responses to International Conflict, (Washington, D.C.: United States Institute of Peace Press, 1996) pgs. 445-461.
Thurs, Nov 3	Track Two Diplomacy
	James Notter and John McDonald “Track Two Diplomacy: Nongovernmental Strategies for Peace,” USIA Electronic Journals, V 1, N 19, (December 1996).
	Landrum Bolling, “Strengths and Weaknesses of Track Two: A Personal Account,” in J.W. McDonald & D.B. Bendahmane, (Eds.), Conflict Resolution: Track Two Diplomacy (Foreign Service Institute, US Department of State (Washington, D.C.: US. Government Printing Office, 1987), pgs. 67-81.
Tues, Nov 8	Multilateral Negotiations
	Saadia Touval, "Multilateral Negotiation: An Analytic Approach", Negotiation Journal, V 5, N 2, (April 1989), pgs. 159-173.
	Fen Osler Hampson, Multilateral Negotiations (Baltimore: The Johns Hopkins University Press, 1995), pgs. 23-51.
Thurs, Nov 10	Strategic Interaction: The Wider Context
	Scott Barrett, Environment and Statecraft: The Strategy of Environmental Treaty Making, (Oxford: Oxford University Press, 2003), pgs. 19-39 (See also pgs. 40-48 where the actual treaty can be read).

	L. Bennett, S. Ragland, S., and P. Yolles, “Facilitating International Agreements Through an Interconnected Game Approach: The Case of River Basins,” in Just, R., and Netanyahu, S. (Eds.), Conflict and Cooperation on Trans-boundary Water Resources, (Boston, Dordecht, London: Kluwer Academic Publishers, 1998), pgs. 61-85.
Tues, Nov 15	Presentation
Thurs, Nov 17	Presentation
Tues, Nov 22	Presentation
Thurs, Nov 24	NO CLASS
Tues, Nov 29	Presentation
Thurs, Dec 1	Presentation
Tues, Dec 6	Presentation
Thurs, Dec 8	Final

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INTERNATIONAL NEGOTIATION CASE STUDY ASSIGNMENTS
Israel and the Palestinians: Oslo
	Uri Savir, The Process, (Random House 1998), pgs. 1-95, pt. 1
	Dean Pruitt, (Ed.), “Lessons Learned from the Middle East Peace Process,” International Negotiation, V 2, N 2, pgs. 175-278.
	Shimon Peres, Battling for Peace; A Memoir, (New York: Random House, 1995), pgs. 281-306.
Israel and Egypt: Camp David
	William Quandt, Camp David: Peacemaking and Politics, (Washington, DC: Brookings Institution, 1986).
Israel and the Palestinians: Camp David
	Hussein Agha and Robert Malley, “Camp David: The Tragedy of Errors,” The New York Review of Books, V 48, N 3, August 9, 2001.
	Dennis Ross, The Missing Peace: The Inside Story of the Fight for Middle East Peace, (New York: Farrar, Straus, and Giroux, 2004), pgs. 591-758.
	Itamar Rabinovich, Waging Peace: Israel and the Arabs 1948-2003, (Princeton: Princeton University Press, 2004) pgs. 150-180.
Israel and Syria Negotiations
	Itamar Rabinovich, The Brink of Peace: The Israeli-Syrian Negotiations, (Princeton: Princeton University Press, 1998).
	Dennis Ross, The Missing Peace: The Inside Story of the Fight for Middle East Peace, (New York: Farrar, Straus, and Giroux, 2004), pgs. 509-590.
United States and USSR: Cuban Missile Crisis
	R.F. Kennedy, Thirteen Days (Norton 1996).
Montreal Protocol Negotiations
	Richard Benedict, Ozone Diplomacy: New Directions in Safeguarding the Planet, (Cambridge: Harvard University Press, 1991).
United States and Panama: Panama Canal Negotiations
	William Jorden, Panama Odyssey (Austin: University of Texas Press, 1984).
United States and USSR: Salt II Negotiations