The Expert Negotiator

The third edition of this book expands on the previous edition's focus on negotiation theory and practice by adding new sections covering negotiations in multi-stakeholder contexts, third party versus bilateral negotiations and on the impact of power imbalances on negotiation outcome. The new edition includes sections on the complex nature of international conflicts and international transactions such as interest groups. An additional case example is given which describes the WTO negotiations on liberalisation of educational service. The case examples describes the convergent and divergent interests inside countries, between countries and also between institutions and ends with a chronology of initiatives taken by various interest groups ranging from NGOs to government ministries, country delegations and international organisations.