TY  - BOOK
TI  - How Negotiations End: Negotiating Behavior in the Endgame
SN  - 9781108567466 (ebook) :
U1  - 302.3 
PY  - 2019///
CY  - Cambridge
PB  - Cambridge University Press
KW  - Social interaction
N1  - Table of contents:
Chapter 1. The Iranian nuclear negotiations Ariane Tabatabai and Camille Pease
Chapter 2. Greek-EU Debt Dueling in the Endgame Diana Panke 
Chapter 3. Colombia's Farewell to Civil War Carlo Nasi and Angelika Rettberg 
Chapter 4. Chinese business negotiations: closing the deal Guy Olivier Faure 
Chapter 5. France's reconciliations with Germany and Algeria 7K Valerie Rosoux 
Chapter 6. Closure in bilateral negotiations: APEC-Member free trade agreements Larry Crump 
Chapter 7. Defining components: reframing through crises and turning points Daniel Druckman 
Chapter 8. Defining components: managing or resolving? Michael J. Butler 
Chapter 9. Mediating closure: mediator at a driver Sinisa Vukovic 
Chapter 10. Mediating closure: timing Isak Svensson 
Chapter 11. Information and communication at the end of negotiations Andrew Kydd 
Chapter 12. Facing impediments: prospecting Janice Gross Stein 
Chapter 13. The end of the end: uncertainty Mikhail Troitskiy 
Chapter 14. Approach-avoidance conflict in negotiation Dean G. Pruitt 
Chapter 15. 'When is 'enough' enough? Settling for suboptimal agreement' P. Terrence Hopmann 
Chapter 16. Lessons for theory I. William Zartman 
Chapter 17. Lessons for practice Chester A. Crocke; Includes index
N2  - "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"
UR  - https://doi.org/10.1017/9781108567466
ER  -