The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine

On the surface, warfare and negotiation may seem to be polar opposites. The objective in war is to defeat the enemy. In negotiation, the goal is to find a solution that satisfies all the parties. Not surprisingly, little cross‐learning and exchange has occurred across the two domains. In spite of important differences, however, the dynamics of war and negotiation have much in common. Specifically, both involve the interaction of motivated agents with distinct interests, perceptions, and values (especially in high‐stakes contexts). As a result, robust strategy, creativity, and nimble tactics are essential both on the battlefield and at the bargaining table. Just as negotiation theory could be enriched by principles of maneuver warfare, military doctrine offers officers and soldiers a potentially useful foundation to better understand and manage the negotiation process, especially in complex, cross‐cultural contexts.     

Reviews and commentary

Running From Sin to Sainthood

Philip Agee: On The Run Lyle Stuart, Inc., Secaucus, NJ., 1987, 400 p., $19.95.

Industrial Intelligence, Once Over Lightly

Norman R. Bottom, Jr. and Robert R. J. Gallati: Industrial Espionage: Intelligence Techniques and Countermeasures Butterworth Publishers, Boston, 1984, 322 p. $25.95.

Deep Black and Shades of Gray

William E. Burrows: Deep Black: Space Espionage and National Security Random House, New York, 1987, 401 p., $19.95.

The Affair Behind the Affair

Phillip Knightley and Caroline Kennedy: An Affair of State: The Profumo Case and the Framing of Stephen Ward Atheneum, New York, 1987, 268 p., $18.95.

Double the Agent Double the Pleasure

Juan Pujol, with Nigel West: Garbo: The Personal Story of the Most Successful Double Agent in World War II Random House, New York, 1986,205 p., $17.95.

How Sweet Revenge

Peter Wright with Paul Greengrass: Spycatcher: The Candid Autobiography of a Senior Intelligence Officer Viking, New York, 1987, 345 p., $18.95.

A Fresh Look at Bulgarian Intelligence

Vladimir Rostov: Le Parapluie Bulgare Editions Stock, Paris, 1986, 236 p., 85 Fr. fr.

French Intelligence Services: A View from the Top

Christine Ockrent and Alexandre de Marenches (Comte de Marenches): Dans le secret des princes Stock, Paris, 1986, 342 p., 98 Fr. fr.     

Excavations at UR, 1929–30

Asia and the Road Ahead: Issues for the Major Powers. By Robert A. Scalapino. University of California Press, 1976. Pp. x +337. Map. Index. £7.10.

A Peace Denied: the United States, Vietnam, and the Paris Agreement. By Gareth Porter. Indiana University Press, 1975. $15.     

Book reviews

Ennio Di Nolfo (ed.), Power in Europe?II. Great Britain, France, Germany and Italy and the Origins of the EEC, 1952-1957. (Berlin and New York: Walter de Gruyter, 1992), DM238.

Simon J. Nuttall, European Political Cooperation (Oxford: Clarendon Press, 1992), 343pp. £30, ISBN 0 19 827318 5.

Michael Smith and Stephen Woolcock, The United States and the European Community in a Transformed World (London: Pinter publishers for Royal Institute for International Affairs, 1993), 120 pp., £22.50 hb, £9.95 pb. ISBN 086187 0972/086187 0980.

Richard H. Ullman, Securing Europe (London: Adamantine Press, 1991), 175pp., £12.95. ISBN 0 7449 0036 0.

Cornelia Navari (ed.), The Condition of States: A Study in International Political Theory (Milton Keynes: Open University Press, 1991), 238pp.

Francine Friedman, (comp. and ed.) Yugoslavia: A Comprehensive English-Language Bibliography (Wilmington, Delaware: Scholarly Resources, 1993), xv + 547 pp., indices, US$ 120.

Richard Dean Burns (ed.), Encyclopedia of Arms Control and Disarmament (New York: Charles Scribner's Sons, 1993), three vols., 1692 pp. inch index, US$280, ISBN 0 684 19281 0.     

Jacob LJ untangles the web of unopposed patent appeals and decides the patentee should pick up the bill

In this recent decision of the Court of Appeal, Lord JusticeJacob has clarified the previously unsatisfactory law on unopposedpatent appeals. The practice of restoring to the register patentsthat had been found invalid at first instance, where on appealtheir validity was not contested, has been criticized. In futuresuch restoration will not occur without a full considerationof the merits by the Court of Appeal.