{"product_id":"how-negotiations-end-negotiating-behavior-in-the-endgame-hardback-9781108475839","title":"How Negotiations End; Negotiating Behavior in the Endgame (Hardback) 9781108475839","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eHow Negotiations End\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eNegotiating Behavior in the Endgame\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cem\u003eThe first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eI. William Zartman (Edited by)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781108475839, Cambridge University Press\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 11 April 2019\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e356 pages, 7 b\/w illus.  3 tables\u003cbr\u003e23.5 x 15.6 x 2.4 cm, 0.64 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cem\u003e\u003cfont size=\"3\"\u003e'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\u003c\/font\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eWhilst 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.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHow negotiations end: negotiating behavior in the endgame I. William Zartman\u003cbr\u003e 1. The Iranian nuclear negotiations Ariane Tabatabai and Camille Pease\u003cbr\u003e 2. Greek-EU Debt Dueling in the Endgame Diana Panke\u003cbr\u003e 3. Colombia's Farewell to Civil War Carlo Nasi and Angelika Rettberg\u003cbr\u003e 4. Chinese business negotiations: closing the deal Guy Olivier Faure\u003cbr\u003e 5. France's reconciliations with Germany and Algeria 7K Valerie Rosoux\u003cbr\u003e 6. Closure in bilateral negotiations: APEC-Member free trade agreements Larry Crump\u003cbr\u003e 7. Defining components: reframing through crises and turning points Daniel Druckman\u003cbr\u003e 8. Defining components: managing or resolving? Michael J. Butler\u003cbr\u003e 9. Mediating closure: mediator at a driver Siniša Vukovi?\u003cbr\u003e 10. Mediating closure: timing Isak Svensson\u003cbr\u003e 11. Information and communication at the end of negotiations Andrew Kydd\u003cbr\u003e 12. Facing impediments: prospecting Janice Gross Stein\u003cbr\u003e 13. The end of the end: uncertainty Mikhail Troitskiy\u003cbr\u003e 14. Approach-avoidance conflict in negotiation Dean G. Pruitt\u003cbr\u003e 15. 'When is 'enough' enough? Settling for suboptimal agreement' P. Terrence Hopmann\u003cbr\u003e 16. Lessons for theory I. William Zartman\u003cbr\u003e 17. Lessons for practice Chester A. Crocke.\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: International business [\u003ca title=\"See our other books on International business\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22International%20business%20%5BKJK%5D%22\"\u003eKJK\u003c\/a\u003e], International relations [\u003ca title=\"See our other books on International relations\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22International%20relations%20%5BJPS%5D%22\"\u003eJPS\u003c\/a\u003e], Politics \u0026amp; government [\u003ca title=\"See our other books on Politics \u0026amp; government\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Politics%20\u0026amp;%20government%20%5BJP%5D%22\"\u003eJP\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Cambridge University Press","offers":[{"title":"Default Title","offer_id":46004857962776,"sku":"9781108475839","price":90.38,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/products\/9781108475839i.jpg?v=1696705855","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/how-negotiations-end-negotiating-behavior-in-the-endgame-hardback-9781108475839","provider":"Freshly Printed Books","version":"1.0","type":"link"}