How Negotiations End: Negotiating Behavior in the Endgame

doi:10.1017/9781108567466

How Negotiations End

Negotiating Behavior in the Endgame

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This Book has been cited by the following publications. This list is generated based on data provided by Crossref.

Åtland, Kristian 2020. Destined for deadlock? Russia, Ukraine, and the unfulfilled Minsk agreements. Post-Soviet Affairs, Vol. 36, Issue. 2, p. 122.

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Panigrahi, Manoj Kumar 2020. How Negotiations End‐ Negotiating Behavior in the Endgame. New York, NY: John Hopkins University. 344 pages. Hardback, $120.00. ISBN 978 1 10847 583 9. I.William Zartman. 2019.. Asian Politics & Policy, Vol. 12, Issue. 3, p. 491.

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Weißschnur, Sebastian 2021. The Proportionality of State Intervention. p. 171.

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Edited by I. William Zartman, The Johns Hopkins University

Publisher:: Cambridge University Press
Online publication date:: April 2019
Print publication year:: 2019
Online ISBN:: 9781108567466
DOI:: https://doi.org/10.1017/9781108567466

Subjects:: Law, International Trade Law, Politics and International Relations, International Relations and International Organisations

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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.

'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

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How Negotiations End

Negotiating Behavior in the Endgame

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