How Negotiations End: Negotiating Behavior in the Endgame

ISBN-13: 9781108475839 / Angielski / Twarda / 2019 / 356 str.

I. William Zartman

Opis

The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.

Recenzje

'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 negotiations across subject matter and cultures. The cases are interesting and well presented with lessons that make for easy take-aways. Anyone about to undertake a negotiation for their government should read and think about the lessons that are woven into every chapter of the book, but it will probably be those who have already experienced a protracted negotiation who will extract most from this impressive work.' Robert Gallucci, Georgetown University, Washington DC

Spis treści

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.