How Negotiations End : (Record no. 17578)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02994nam a22002177a 4500 |
| 005 - DATE & TIME | |
| control field | 20210929161904.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 210929b2019 ||||| |||| 00| 0 eng d |
| 020 ## - ISBN | |
| International Standard Book Number | 9781108567466 (ebook) : |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | NLUO |
| 041 ## - LANGUAGE | |
| Language | English |
| 082 ## - DDC NUMBER | |
| Classification number | 302.3 |
| 245 ## - TITLE STATEMENT | |
| Title | How Negotiations End : |
| Sub Title | Negotiating Behavior in the Endgame |
| Statement of responsibility, etc. | [electronic resource] / |
| Medium | Edited by I. William Zartman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | Cambridge : |
| Name of publisher, distributor, etc | Cambridge University Press, |
| Date of publication, distribution, etc | 2019. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Pages | 1 online resource (344 p.) |
| 500 ## - GENERAL NOTE | |
| General note | Table of contents:<br/>Chapter 1. The Iranian nuclear negotiations Ariane Tabatabai and Camille Pease<br/>Chapter 2. Greek-EU Debt Dueling in the Endgame Diana Panke <br/>Chapter 3. Colombia's Farewell to Civil War Carlo Nasi and Angelika Rettberg <br/>Chapter 4. Chinese business negotiations: closing the deal Guy Olivier Faure <br/>Chapter 5. France's reconciliations with Germany and Algeria 7K Valerie Rosoux <br/>Chapter 6. Closure in bilateral negotiations: APEC-Member free trade agreements Larry Crump <br/>Chapter 7. Defining components: reframing through crises and turning points Daniel Druckman <br/>Chapter 8. Defining components: managing or resolving? Michael J. Butler <br/>Chapter 9. Mediating closure: mediator at a driver Sinisa Vukovic <br/>Chapter 10. Mediating closure: timing Isak Svensson <br/>Chapter 11. Information and communication at the end of negotiations Andrew Kydd <br/>Chapter 12. Facing impediments: prospecting Janice Gross Stein <br/>Chapter 13. The end of the end: uncertainty Mikhail Troitskiy <br/>Chapter 14. Approach-avoidance conflict in negotiation Dean G. Pruitt <br/>Chapter 15. 'When is 'enough' enough? Settling for suboptimal agreement' P. Terrence Hopmann <br/>Chapter 16. Lessons for theory I. William Zartman <br/>Chapter 17. Lessons for practice Chester A. Crocke. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes index. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | "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" |
| 650 ## - SUBJECT | |
| Subject | Social interaction. |
| 856 ## - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Cambridge core online |
| Uniform Resource Identifier | https://doi.org/10.1017/9781108567466 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | E-Book |
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