How Negotiations End

Name: How Negotiations End
Author: William Zartman

Negotiating Behavior in the Endgame

Gebonden Engels 2019 9781108475839

Verwachte levertijd ongeveer 9 werkdagen

150,82

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Samenvatting

Whilst 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 behavior characteristic of this phase, drawing out various components, including mediation, conflict management vs resolution, turning points, uncertainty, home relations, amongst others. A number of specific cases are examined to illustrate this analysis, including Colombian negotiations with the FARC, Greece and the EU, Iran nuclear proliferation, French friendship treaties with Germany and Algeria, Chinese business negotiations, and trade negotiations in Asia. This pioneering work will appeal to scholars and advanced students of negotiation in international relations, international organisation, and business studies.

Specificaties

ISBN13:9781108475839

Taal:Engels

Bindwijze:gebonden

Aantal pagina's:356

Uitgever:Cambridge University Press

Verschijningsdatum:11-4-2019

Hoofdrubriek:Mens en maatschappij

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Inhoudsopgave

How negotiations end: negotiating behavior in the endgame I. William Zartman; 1. The Iranian nuclear negotiations Ariane Tabatabai and Camille Pease; 2. Greek-EU Debt Dueling in the Endgame Diana Panke; 3. Colombia's Farewell to Civil War Carlo Nasi and Angelika Rettberg; 4. Chinese business negotiations: closing the deal Guy Olivier Faure; 5. France's reconciliations with Germany and Algeria 7K Valerie Rosoux; 6. Closure in bilateral negotiations: APEC-Member free trade agreements Larry Crump; 7. Defining components: reframing through crises and turning points Daniel Druckman; 8. Defining components: managing or resolving? Michael J. Butler; 9. Mediating closure: mediator at a driver Siniša Vuković; 10. Mediating closure: timing Isak Svensson; 11. Information and communication at the end of negotiations Andrew Kydd; 12. Facing impediments: prospecting Janice Gross Stein; 13. The end of the end: uncertainty Mikhail Troitskiy; 14. Approach-avoidance conflict in negotiation Dean G. Pruitt; 15. 'When is 'enough' enough? Settling for suboptimal agreement' P. Terrence Hopmann; 16. Lessons for theory I. William Zartman; 17. Lessons for practice Chester A. Crocke.