How Negotiations End Negotiating Behavior in the Endgame 1st edition by William Zartman 1108475833 9781108475839

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Product details:

ISBN-10 :  1108475833 

ISBN-13 :  9781108475839

Author:  I. William Zartman 

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.

 

How Negotiations End Negotiating Behavior in the Endgame 1st Table of contents:

1. The Iranian nuclear negotiations 

2. Greek-EU Debt Dueling in the Endgame 

3. Colombia’s Farewell to Civil War 

4. Chinese business negotiations: closing the deal Guy 

5. France’s reconciliations with Germany and Algeria 7K 

6. Closure in bilateral negotiations: APEC-Member free trade agreements 

7. Defining components: reframing through crises and turning points 

8. Defining components: managing or resolving? 

9. Mediating closure: mediator at a driver 

10. Mediating closure: timing 

11. Information and communication at the end of negotiations 

12. Facing impediments: prospecting

13. The end of the end: uncertainty 

14. Approach-avoidance conflict in negotiation

15. ‘When is ‘enough’ enough? Settling for suboptimal agreement’ 

16. Lessons for theory

17. Lessons for practice 

 

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Tags: Negotiations, Negotiating, Behavior, Endgame, William Zartman