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• W2138677013 abstract "BOOK REVIEWS 263 Fulbright presents a skewed view of history when he blames détente's demise solely on theJackson-Vanik Amendment, while ignoring Soviet actions in Angola and Ethiopia in the mid-1970s. Nonetheless, The Price ofEmpire is to be recommended to both policymakers and the general public. Fulbright's vision of a world based on cooperation and the primacy of international law might seem idealistic to some. But without men like Fulbright and their dreams, mankind might be content to settle for less. This would be unfortunate. Power and Tactics in International Negotiation. By William Mark Habeeb. Baltimore: The Johns Hopkins University Press, 1988. 168 pp. $25.00/cloth. Reviewed by Cdr. fohn Dailey, USN, M.I. P.P. candidate, SAIS. In Power and Tactics in International Negotiation, William Mark Habeeb has produced an excellent study of an important topic that has received less than its share ofserious consideration by scholars. Thorough, interesting, and dioughtfully researched, Habeeb's book will do much to assist analysts and practitioners alike in enhancing their understanding of the negotiation process. Habeeb focuses on the nature of negotiations between the weak and strong, or asymmetrical bargaining. Although this field may seem narrow at first glance, by the end of the book, the reader is convinced that quite the opposite is true. Rather, the real mystery is why so little work has been done thus far on a topic that so pervades international politics. In fact, to quote Oran Young, another student of negotiation, perfectly symmetrical bargaining will seldom occur in the real world, ifonly because the resources and personal attributes of the players are unlikely to be identical. If this is truly the case, Power and Tactics will find broad application in relations among nations. After dismissing other analytical approaches (for example, behavioral, processual, and strategic) as too limited, Habeeb turns to power and its usefulness as a tool to explain bargaining outcomes. The premise of the power school has been that in negotiations, the strongest country wins. While this may seem self-evident, Habeeb demonstrates that the thesis does not always hold in practice, at least not within so crude a context. Habeeb's contribution is that he has altered the context of the debate by providing a much more sophisticated definition of power; a definition that apprehends all the other approaches mentioned earlier. In so doing, he has provided a unifying intellectual construct that brings consistent explanation of negotiation outcomes much closer to reality. Habeeb subdivides power into three separate elements. Aggregate structural power, or the sum total of a nation's resources, has been the conventional definition of relative influence in the recent past. Habeeb has added issue-specific power, the inherent national capabilities unique to a particular bargaining circumstance, and behavioral power, the tactics used by nations to increase their issue-specific power. Taken together, these definitions shed new and useful light on this slippery subject. 264 SAIS REVIEW While he expands the traditional definition of aggregate power (rightfully emphasizing its non-military aspects), it is in the last two subdivisions that he makes his most significant contribution to the art of practical negotiation. Although aggregate power only changes slowly over time, the elements of issuespecific power (available alternatives, degree of control, and commitment to a solution) can change dramatically in the short term if the actors apply appropriate tactics. Habeeb's thoughtful selection of case studies provides convincing reinforcement for his thesis. Panama's skillful coalition-building during the Canal negotiations , Spain's patience and flexibility in fashioning a suitable agreement with the United States concerning basing rights, and Iceland's adherence to principle in the face of heavy British pressure during the Cod Wars of 1958, 1971 , and 1975 all offer instructive, even inspirational, guidance to weaker parties. There are advantages to being weak, says Habeeb, so there is no reason for any party to walk away empty-handed from a negotiation intelligently conducted. To round out the study, Habeeb succinctly summarizes the processual framework within which the tactics of power prevail. This negotiation process, first explained by I. William Zartman and Maureen Berman in The Practical Negotiator, consists of three broad phases. In the first, or..." @default.
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• W2138677013 title "<i>Power and Tactics in International Negotiation</i> (review)" @default.
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