How Negotiations End
eBook - PDF

How Negotiations End

Negotiating Behavior in the Endgame

  1. English
  2. PDF
  3. Available on iOS & Android
eBook - PDF

How Negotiations End

Negotiating Behavior in the Endgame

About this book

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.

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Yes, you can access How Negotiations End by I. William Zartman in PDF and/or ePUB format, as well as other popular books in Politics & International Relations & International Relations. We have over one million books available in our catalogue for you to explore.

Table of contents

  1. Cover
  2. Half-title
  3. Title page
  4. Copyright information
  5. Contents
  6. Figures
  7. Tables
  8. Contributors
  9. Acknowledgements
  10. About the Processes of International Negotiation (PIN) Network at the German Institute for Global and Area Studies (GIGA)
  11. Introduction
  12. Part I Cases
  13. Part II Causes
  14. References
  15. Index