280
INDEX
negotiation, negotiating 7, 21–3, 42, 209, 226–38, 254–5 BATNA 229 compromise 227 consensus 229 face 229 long-term reputation 228 Harvard method 233–4, 236 national styles 236 positional 233–4, 236 pre-negotiation 230–1 principled 233–4, 236 short-term gain 228 stages 228–33 stakeholders 228, 232 Two Level Game theory 228 trade-offs 46, 227, 258 Nehru, Jawaharlal 43, 58 Nepal 167 Netherlands, the 92, 120, 131 New World Order 52 New Zealand 240, 243 NGOs 6, 45, 61, 89, 91, 108, 126, 127, 264 Nicholson, Harold 23, 172, 226 Nixon, President 168 non-alignment 47 Non-Aligned Movement, NAM 23, 35, 163 non-resident ambassador (see ambassador) non-state 28, 48, 262 North 106, 267 North America 109 North–South 248 nuclear CTBT 36, 52
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280
disarmament 123 non-proliferation 36 NPT 68 tests 68 Nye, Joseph S. 19 Oakeshott, Michael 2 official development aid, (ODA) 92 Oman 60 Organization of African Unity, OAU 5, 23 Africa Union 5 Charter 53, 59 Oslo talks 236 outreach 7, 24–6, 28, 44, 45, 72–3, 77, 83, 108, 132, 143 P-5 253 Pakistan 61–4, 157, 158, 165, 173, 204 Palestine 57, 265 parliament 25, 44, 247 Patten, Chris 257 peace dividend 52 performance enhancement, performance monitoring 9, 239–50 action plans 242, 243–5 ambassadors instructions 242–3 best practices 245 budget flexibility 243–4 corporatization 240 foreign service inspectorate 240– 2 milestones 243–4 reports 184, 245–6, 247 targets 244 permanent secretary, state secretary,
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