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How negotiations end : negotiating behavior in the endgame

Author: I William Zartman
Publisher: Cambridge, United Kingdom ; New York, NY, USA : Cambridge University Press, 2019. ©2019
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
While past studies have examined when and how negotiations begin, and how wars end, this is the first full-length work to analyze the closing phase of negotiations. It identifies endgame as a definable phase in negotiation, with specific characteristics, as the parties involved sense that the end is in sight and decide whether or not they want to reach it. The authors further classify different types of negotiator  Read more...
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Document Type: Book
All Authors / Contributors: I William Zartman
ISBN: 9781108475839 1108475833 9781108469098 1108469094
OCLC Number: 1083692580
Description: xiii, 344 pages ; 24 cm
Contents: List of figures --
List of tables --
List of contributors --
Acknowledgements --
About the Process of International Negotiation (PIN) --
Network at the German Institute for Global and Area Studies (GIGA). Introduction / I. WIlliam Zartman. Part 1 Cases : The Iranian nuclear negotiations / Ariane Tabatabai and Camille Pease --
Greek-EU debt dueling in the endgame / Diana Panke --
Colombia's farewell to civil war / Carlo Nasi and Angelika Rettberg --
Chinese business negotiations: closing the deal / Guy Olivier Faure --
France's reconciliations with Germany and Algeria / Valerie Rosoux --
Closure in bilateral negotiations: APEC-member free trade agreements / Larry Crump. Part 2 Causes : Crises and turning points: reframing the deal / Daniel Druckman --
Managing or resolving? Defining the deal / Michael J. Butler --
Mediating closure: driving toward a MEO / Sinša Vuković --
Mediating closure: timing for a MHS / Isak Svensson --
Facing impediments: information and communication / Andrew Kydd --
Facing impediments: prospecting / Janice Gross Stein --
When is "enough" enough? Uncertainty / Mikhail Troitskiy --
When is "enough" enough? Approach-avoidance / Dean G. Pruitt --
When is "enough" enough? Settling for suboptimal agreement / P. Terrence Hopmann --
Lessons for theory / I. WIlliam Zartman --
Lessons for practice/ Chester A. Crocker. References --
index.
Responsibility: edited by I. William Zartman.

Abstract:

Where past studies have examined when and how negotiations begin, this is the first full-length work to analyze the closing phase of negotiations, identifying negotiator behavior patterns in the  Read more...

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'Stunning. ... Zartman's introductory essay is worth the price of admission all by itself - a remarkably analytical treatment of an exceptionally diverse set of phenomena that characterize Read more...

 
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