How Negotiations End
Negotiating Behavior in the Endgame

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

I. William Zartman (Edited by)

9781108475839, Cambridge University Press

Hardback, published 11 April 2019

356 pages, 7 b/w illus. 3 tables
23.5 x 15.6 x 2.4 cm, 0.64 kg

'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

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.

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 Vukovi?
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.

Subject Areas: International business [KJK], International relations [JPS], Politics & government [JP]