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GT38M
- Theory
and Practice of International
Negotiations
Reading List
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| 1. Introduction: The Nature of Negotiation |
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Required Readings :
Druckman, Daniel, “Negotiating in the International Context,” in I.W. Zartman and J.H. Rasmussen Peacekeeping in International Conflict. Washington , DC : Institute of Peace , 1997 (pp.81-123).
Fisher, R. et al. Getting to Yes: Negotiating Agreement Without Giving In (2 nd edition). New York : Penguin Books, 1991.
Fisher, R. “Beyond YES,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge , PON Books, 1991. pp. 123-126.
Hopmann, P.T., “Two Paradigms of Negotiation: Bargaining and Problem Solving,” 542 The Annals of the American Academy of Political and Social Science 24-47 (November 1995).
McCarthy, W. "The Role of Power and Principle in Getting to YES,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991.
pp. 115-122.
Rubin, J.Z. "Some Wise and Mistaken Assumptions about Conflict and Negotiation" in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 3-12.
Schelling, T.C. The Strategy of Conflict. Cambridge : Harvard University Press, 1960. Chapter 2 (An Essay on Bargaining).
Recommended Readings :
Bazerman, M.H. "Negotiator Judgment: a Critical Look at the Rationality Assumption,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 197-209.
Davis , A.M. "An Interview with Mary Parker Follett,” in J.W. Breslin & J.Z. Rubin (Eds.) Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 13-26.
Wetlaufer, G.B. “The Limits of Integrative Bargaining,” The Georgetown Law Review , Vol. 85, 1996. pp 369-394.
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| 2. Getting to the Table: Pre-negotiation |
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Required Reading :
Fisher, R. "Negotiating Inside Out: What Are the Best Ways to Relate Internal Negotiations with External Ones?" In J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 71-79.
Kelman, H.C. "Coalitions Across Conflict Lines: the Interplay of Conflicts Within and Between the Israeli and Palestinian Communities,” in J. Simpson & S. Worchel (Eds.), Conflict Between People and Groups. Chicago : Nelson-Hall, 1993. pp. 236-258.
Rubin J.Z. "Caught by Choice: the Psychological Snares We Set Ourselves." The Sciences, 1982, 22:7, pp. 18-21.
Rubin, J.Z., & Sander, F.E.A. "When Should We Use Agents? Direct V. Representative Negotiation,” in J.W. Breslin & J.Z. Rubin (Eds.) Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 81-88.
Salacuse, J.W., “Making Global Alliances: Paying Attention to the Process.” 2 Strategic Alliance Alert 1,6 & 7 (November 1995).
Salacuse, J.W., & Rubin, J.Z. "Your Place or Mine?" Negotiation Journal, January 1990, pp. 5-8.
Saunders, H.H. "We Need a Larger Theory of Negotiation: the Importance of Pre-Negotiating Phases,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 57-70.
Recommended Readings :
Rothman, J. "Supplementing Tradition: a Theoretical and Practical Typology for International Conflict Management." Negotiation Journal, 1989, 5, pp. 265-277.
Stein, J.G. "Getting to the Table: the Triggers, Stages, Functions, and Consequences of Prenegotiation,” in J.G. Stein (Ed.), Getting to the Table: the Processes of International Prenegotiation. Baltimore : The Johns Hopkins University Press, 1989.
pp. 239-268. |
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| 3. Preparing for Negotiation |
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Required Readings :
Fisher, R. "Negotiating Power: Getting and Using Influence,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991.
pp. 127-140.
Goldberg, S.B., Green, E.D., & Sander, F.E.A. "Saying You're Sorry,” in J.W. Breslin & J.Z. Rubin, Negotiation Theory and Practice. Cambridge , PON Books, 1991.
pp. 141-144.
Lax, D.A., & Sebenius, J.K. "The Power of Alternatives or the Limits to Negotiation,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books,
1991. pp. 97-113.
Lewicki, RJ., & Litterer, J.A. Negotiation. Homewood , IL : Irwin, 1985. Chapter 3 (Planning and Preparation). pp. 45-73.
Salacuse, J.W. "Your Draft or Mine?" In J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 181-185.
Salacuse, J.W., Making Global Deals: What Every Executive Should Know About Negotiating Abroad. New York : Times Books, 1992. (Checklist). pp. 169-173.
Recommended Readings :
Fisher, R. "International Relations Theory and the Policy Maker,” in A. Said (Ed.), Theory of International Relations: Crises of Relevance. pp. 43-57.
Raiffa, H. The Art and Science of Negotiation. Cambridge : Harvard University Press, 1982. Chapter 1 (Some Organizing Questions). pp 11-19. |
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| 4. The Negotiations Proper: Power, Strategies and Tactics |
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Required Readings :
Kriesberg L. "Timing and the Initiation of De-Escalation Moves,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991.
pp. 223-234.
Lax, D.A., & Sebenius, J.K. "Interests: the Measure of Negotiation,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991.
pp. 161-180.
Pruitt, D.G., “Flexibility in Conflict Episodes,” 542 The Annals of the American Academy of Political and Social Science pp. 100-115 (November 1995).
Rosegrant, Susan and Michael Watkins. “Carrots, Sticks, and Question Marks: Negotiating the North Korean Nuclear Crisis.” Cambridge : J.F. Kennedy School of Government Case Program, 1995.
Rouhana, N.N. and Korper, S.H. “Dealing with the Dilemmas Posed by Power Asymmetry in Intergroup Conflict,” Negotiation Journal, Vol. 12, No. 4, 1996, pp. 353-366.
Rubin, J.Z., Pruitt, D.G., & Kim, S.H. Social Conflict: Escalation, Stalemate, and Settlement, 2nd edition. New York : McGraw-Hill, 1994. Chapter 4 (Contentious Tactics), Chapter 5 (Escalation and its Development), Chapter 6 (Structural Changes in Escalation), Chapter 7 (The Persistence of Escalation), and Chapter 8 (Escalation and Stability). pp. 47-149.
Rubin, J.Z. & Salacuse, J.W. "The Problem of Power in Negotiation,” International Affairs, April 1990, pp. 24-34.
Rubin, J.Z. and Zartman, I.W., “Asymmetrical Negotiations: Some Survey Results that May Surprise,” Negotiation Journal pp. 349-364 (1995).
Salacuse, J.W. “How Should the Lamb Negotiate With the Lion,” in Kolb (ed.), Negotiation Eclectics pp. 87-99 (1999)
Recommended Readings :
Bazerman, M., & Sondak, H. "Judgmental Limitations in Diplomatic Negotiations." Negotiation Journal, July 1988, pp. 303-317.
Lockhart, C. Bargaining in International Conflicts. New York : Columbia University Press, 1979. Chapter 3 (Bargaining Processes in Severe International Conflicts) and Chapter 4 (Important Situational Characteristics). pp. 37-87.
Schelling, T.C. "Strategy and Self-Command,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 217-221.
Underdal, A. "The Outcomes of Negotiation,” in V.A. Kremenyuk (Ed.), International Negotiation: Analysis, Approaches, Issues. San Francisco : Jossey-Bass, 1991.
pp. 100-115.
Waelchli, H. "Crisis Negotiations Between Unequals: Lessons from Classic Dialogue." Negotiation Journal, 1994, 10, pp. 129-145.
Zartman, I.W. “Common Elements in the Analysis of the Negotiation Process,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991, pp. 147-159. |
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| 5. Gender and Personality |
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Required Readings :
Fukuyama , F. “Women and the Evolution of World Politics.” Foreign Affairs, Vol. 77, No. 5, (Sept/Oct 1998) pp. 24-40.
Kolb, D.M., & Coolidge, G.G. "Her Place at the Table: a Consideration of Gender Issues in Negotiation,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 261-277.
Rubin, J.Z., & Brown, B.R. "Individual Differences,” in the Social Psychology of Bargaining and Negotiation. New York : Academic Press, 1975. Chapter 7.
Watson, C. "Gender Versus Power as a Predictor of Negotiation Behavior and Outcomes." Negotiation Journal, 1994, 10, pp. 117-127.
Recommended Readings :
Wall, V.D. Jr., & Dewhurst, M.L. "Mediator Gender: Communication Differences in Resolved and Unresolved Mediations." Mediation Quarterly, 1991, 9, pp. 63-85. |
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| 6 . The Impact of Culture (June 28) |
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Required Readings :
Breslin, J.W. "Breaking Away from Subtle Biases," in J.W. Breslin & J.Z. Rubin, Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 247-250.
Cohen, R. Negotiating Across Cultures. 2nd Edition. Washington , D.C. : U.S. Institute of Peace, 1997. 9-43; 215-226.
Charles Hampden-Turner and Alfons Trompenaars, The Seven Cultures of Capitalism. New York : Doubleday, 1993. pp. 1-102.
Salacuse, J.W. Making Global Deals: What Every Executive Should Know About Negotiating Abroad. New York : Times Books, 1992. Chapter 3 (Coping with Culture). pp. 42-71.
Salacuse, J.W., "Implications For Practitioners,” in G.O. Faure & J.Z. Rubin (Eds.), Culture and Negotiation. Newbury Park : Sage, 1993. pp. 199-208.
Salacuse, J.W. (1998) “ Ten Ways That Culture Affects Negotiating Style: Some Survey Results.” Negotiation Journal, July 1998. pp. 221-240.
Weiss, S.E. “Negotiating with ‘Romans’ - Parts 1 and 2. Sloan Management Review, Vol. 35, No. 1 and 2, 1994. 51-61; 85-99.
Zartman, I.W. "A Skeptic's View,” in G.O. Faure & J.Z. Rubin (Eds.), Culture and Negotiation. Newbury Park : Sage, 1993. pp. 17-21.
Recommended Readings :
Bell , D. "Political Linguistics: a Cross Cultural Perspective." Negotiation Journal, July 1988, 233-246.
Binnendijk, H. National Negotiating Styles. Washington , DC : Foreign Service Institute, U.S. Department of State, 1987. (entire book)
Cicourel A., "Text and Context: Cognitive, Linguistic, and Organizational Dimensions in International Negotiations." Negotiation Journal, July 1988, 257-266.
Cohen, R. “Negotiating Across Cultures: Intercultural Communication Factors in U.S. Diplomatic Negotiation with China , Egypt , India , and Mexico .” United States Institute of Peace Paper, August 1989.
Faure, G.O. "Negotiating in the Orient: Encounters in the Peshawar Bazaar , Pakistan . Negotiation Journal, 1991, 7, pp. 279-290.
Fisher, G. International Negotiation: a Cross-Cultural Perspective. Chicago : Intercultural Press, 1980. (entire book)
Graham, J.L. "The Japanese Negotiation Style: Characteristics of a Distinct Approach." Negotiation Journal, 1993, 9, pp. 123-140.
Janosik, R.J. "Rethinking the Culture-Negotiation Link,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 235-246.
Weiss, S., & Stripp, W. "Negotiating with Foreign Businesspersons: an Introduction for Americans with Propositions on Six Cultures." New York University School of Business Administration, College of Business and Public Administration, #85-6, February 1985.
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| 7 . Follow-Up, Implementation, and Renegotiation |
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Required Readings :
Bazerman, M.H., Russ, L.E., & Yakura, E. "Post-Settlement Settlements in Two-Party Negotiations,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 19-91. pp. 331-340.
Kolb, D.M., & Silbey, S.S. "Enhancing the Capacity of Organizations to Deal with Disputes," in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 315-322.
Raiffa, H. "Post-Settlement Settlements,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation theory and practice. Cambridge : PON Books, 1991. pp. 323-326
Roth, A.E. "Some Additional Thoughts on Post-Settlement Settlements,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 327-330.
Salacuse, J.W. Making Global Deals: What Every Executive Should Know About Negotiating Abroad. New York : Times Books, 1992. Chapter 8 (Renegotiating Deals). pp. 147-163.
Salacuse, J.W. “After the Contract, What? Negotiating to Work Successfully with a Foreign Partner,” Canadian International Lawyer, Vol. 2, No. 4, 1997, pp. 195-200.
Ury, W.L., Brett, J.M., & Goldberg, S.B. "Designing an Effective Dispute Resolution System,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 295-313.
Recommended Readings :
Susskind, L., & Cruikshank, J. Breaking the Impasse: Consensual Approaches to Resolving Public Disputes. New York : Basic Books, 1987. Chapter 6 (Taking Action).
pp. 186-236.
Zartman, I.W. the Algerian Gas Negotiation Case. Washington , DC : The Johns Hopkins Foreign Policy Institute. November 1987. |
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| 8. Third Party Intervention: International Arbitration |
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Required Readings :
Bilder, R. B. “Adjudication: International Arbitral Tribunals and Courts,” in Zartman, I.W. and Rasmussen, J.L. Peacemaking in International Conflict. Washington , D.C. : U.S. Institute of Peace, 1997. pp. 155-189.
Bockstiegel, K.H. “The Effectiveness of Inter-State Arbitration in Political Turmoil,” 1 0 Journal of International Arbitration pp. 41-50 (No. 1, March 1993).
United Nations Secretary General: Ruling on the Rainbow Warrior Affair Between France and New Zealand , [ July 6, 1986 ] 26 I.L.M. 1346 (1987).
Werner, J. “Interstate Political Arbitration: What Lies Next?” 9 Journal of International Arbitration pp. 69-78, (no. 1, March 1992). |
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| 9 . Third Party Intervention: International Mediation |
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Required Readings :
Bercovitch, J. “Mediation in International Conflict: An Overview of Theory, A Review of Practice,” in Zartman, I.W. and Rasmussen, J.L. Peacemaking in International Conflict. Washington D.C. : U.S. Institute of Peace, 1997. pp. 125-153.
Kolb, D. The Mediators. Cambridge : MIT Press, 1983. Chapter 2 (Roles Mediators Play: Orchestrators and Dealmakers) and Chapter 5 (Mediators and Spokesmen: Complementary Strategic Roles). pp. 23-45, 113-133.
Raiffa, H. The Art and Science of Negotiation. Cambridge : Harvard University Press, 1982. Chapter 15 (Mediation of Conflicts). pp. 218-234.
Rubin, J.Z., Pruitt, D.G., & Kim, S.H. Social Conflict: Escalation Stalemate, and Settlement, 2nd edition. New York : McGraw-Hill, 1994. Chapter 11 (The Intervention of Third Parties: Mediation). pp. 196-223.
Salacuse, J.W., “The Art of Advising Negotiators” 11 Negotiation Journal, pp. 391-401 (1995).
Salacuse, J. W., Direct Negotiation and Mediation in International Financial and Business Conflicts” in Horn & Norton, (eds.). Non-Judicial Dispute Settlement in International Financial Transactions London : Kluwer, pp. 53-72.
Stein, J. "Structures, Strategies and Tactics of Mediation: Kissinger and Carter in the Middle East ." Negotiation Journal, October 1985, pp. 331-347.
Recommended Readings :
Carter, J. Keeping Faith: Memoirs of a President. New York : Bantam Books, 1982.
pp. 269-429.
Engveldt, L. "Potential Roles for the United Nations in International Peace and Security." Program on Negotiation Working Paper Series 89-4.
Fisher, R.J. "Third Party Consultation as a Method of Intergroup Conflict Resolution." Journal of Conflict Resolution, 1983, 27, 301-334.
Hill, B. "An Analysis of Conflict Resolution Techniques." Journal of Conflict Resolution, 1982, 26, pp. 109-138.
United Nations Convention on Recognition and Enforcement of Arbitral Awards |
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| 10 . Multilateral Negotiation |
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Required Readings :
Antrim, L., & Sebenius, J. "Multilateral Conference Mediation: Tommy Koh and the Law of the Sea,” in J. Bercovitch & J.Z. Rubin (Eds.). Mediation in International Relations. London : MacMillan, 1992.
Aurisch, K.L. "The Art of Preparing a Multilateral Conference,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991. pp. 389-398.
Dupont, Christophe. “Negotiation as Coalition Building .” International Negotiation. Vol. 1, 1996. pp. 47-64.
Rosegrant, Susan and Michael Watkins. “The Gulf Crisis: Building a Coalition for War.” Cambridge : J.F. Kennedy School of Government Case Program , 1994.
Sebenius, James K., “Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate” in Arrow et. al. Barriers To Conflict Resolution, pp. 151-182 (1995).
Touval, S. "Multilateral Negotiation: an Analytic Approach,” in J.W. Breslin & J.Z. Rubin (Eds.), Negotiation Theory and Practice. Cambridge : PON Books, 1991.
pp. 351-365.
Winham, G. "Multilateral Economic Negotiation." Negotiation Journal, April 1987, pp. 175-189.
Recommended Readings :
DeMuestral, A., & Legault, L. "Multilateral Negotiation: Canada and the Law of the Sea Conference,” International Journal, 1979, pp. 35, 47-69.
Henrikson, A. "The Global Foundations for a Diplomacy of Consensus. In A. Henrikson (Ed.), Negotiating World Order: the Artisanship and Architecture of Global Diplomacy. Wilmington , DE : Scholarly Resources, Inc., 1986. pp. 217-244.
Lang, W. "Multilateral Negotiations: the Role of Presiding Officers,” in F. Mautner-Markhof (Ed.), Processes of International Negotiations. Boulder , CO : Westview Press, 1989. pp. 23-42.
Mitgaard, K., & Underdal, A. "Multiparty Conferences,” in D. Druckman (Ed.), Negotiations: Social-Psychological Perspectives. Beverly Hills , CA : Sage Publications, 1977. pp. 329-345.
Patterson, G. "The GATT and the Negotiation of International Rules,” in A. Henrikson (Ed.), Negotiating World Order: the Artisanship and Architecture of Global Diplomacy. Wilmington , DE : Scholarly Resources, Inc., 1986. pp. 181-197.Scholarly Resources, Inc., 1986. pp. 33-45.
Raiffa, H. The Art and Science of Negotiation. Cambridge : Harvard University Press, 1982. Chapter 17 (Coalition Analysis). pp. 257-287.
Sebenius, J.K. "Designing Negotiations Toward a New Regime: the Case of Global Warming,” I nternational Security, 1991, 15 (4), pp. 110-148.
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| 11 . Agents In Negotiation |
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Required Readings:
Babbitt, E.F., “Challenges for International Diplomatic Agents,” in Mnookin & Susskind, (eds.) Negotiating on Behalf of Others pp. 135-150 (1999)
Crutcher-Gershenfeld, J. E. Watkins, M. “Toward a Theory of Representation in Negotiation “ in Mnookin & Susskind (eds.) Negotiating on Behalf of Others pp.23-51 (1999)
Kelman, Herbert C. “Negotiating National Identity and Self-Determination in Ethnic Conflicts: The Choice Between Pluralism and Ethnic Cleansing.” Negotiation Journal, Vol. 13, No. 4 (1997). pp. 327-341.
Montville , J.V. "The Arrow and the Olive Branch: a Case for Track Two Diplomacy,” in V. Volkan, J. Montville , & O. Julius (Eds.), The Psychodynamics of International Relationships, Volume 2. Lexington , MA : Lexington Books, 1991. pp. 161-175.
Salacuse, J.W., “Law and Power in Agency Relationships,” in Mnookin & Susskind (eds.), Negotiating on Behalf of Others pp. 157-175 (1999).
Recommended Readings :
Chufrin, GI., & Saunders, H.H, “A Public Peace Process,” Negotiation Journal, 1993, 9, pp. 155-177.
Hermann, M. "Commentary: A Call For a New Type of Diplomat." Negotiation Journal, July 1987, pp. 279-282.
Julius, D.A. "The Practice of Track Two Diplomacy in the Arab-Israeli Conferences,” in Volkan, Montville , & Julius (Eds.), The Psychodynamics of International Relationships, Volume 2. Lexington , MA : Lexington Books, 1991. pp. 193-205.
Saunders, H.H. "An Historic Challenge to Rethink How Nations Relate,” in V. Volkan, J. Montville , & O. Julius (Eds.), The Psychodynamics of International Relationships, Volume 2. Lexington , MA : Lexington Books, 1991. pp. 1-30.
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September 2005
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