000			02994nam a22002177a 4500
005			20210929161904.0
008			210929b2019 ||||| |||| 00| 0 eng d
020			_a9781108567466 (ebook) :
040			_aMAIN
041			_aENG
082			_a302.3
245			_aHow Negotiations End : _bNegotiating Behavior in the Endgame _c[electronic resource] / _hEdited by I. William Zartman.
260			_aCambridge : _bCambridge University Press, _c2019.
300			_a1 online resource (344 p.)
500			_aTable 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.
504			_aIncludes index.
520			_a"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			_aSocial interaction.
856			_3Cambridge core online _uhttps://doi.org/10.1017/9781108567466
942			_cEBK
999			_c17578 _d17578