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How Negotiations End Negotiating Behavior in the Endgame

Zartman I. William
Innbundet / 2019 / Engelsk

Produktdetaljer

ISBN
9781108475839
Publisert
2019-04-11
Utgiver
Vendor
Cambridge University Press
Vekt
640 gr
Høyde
235 mm
Bredde
156 mm
Dybde
24 mm
Aldersnivå
P, UP, 06, 05
Språk
Product language
Engelsk
Format
Product format
Innbundet
Antall sider
356

Redaktør
Zartman I. William

Biographical note

I. William Zartman is Jacob Blaustein Distinguished Professor Emeritus of International Organizations and Conflict Resolution at The Johns Hopkins School of Advanced International Studies. He is the author and editor of such books as Preventing Deadly Conflict (2015), Arab Spring: Negotiating in the Shadow of the Intifadat (2015), Global Power of Talk (2011), and Negotiation and Conflict Management: Essays on Theory and Practice (2007), amongst others.

How Negotiations End Negotiating Behavior in the Endgame

Zartman I. William
Innbundet / 2019 / Engelsk
Zartman I. William
Innbundet / 2019 / Engelsk
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'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.
Les mer
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 Vuković; 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.
Les mer
The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.

Relaterte produkter

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

Produktdetaljer

ISBN
9781108475839
Publisert
2019-04-11
Utgiver
Vendor
Cambridge University Press
Vekt
640 gr
Høyde
235 mm
Bredde
156 mm
Dybde
24 mm
Aldersnivå
P, UP, 06, 05
Språk
Product language
Engelsk
Format
Product format
Innbundet
Antall sider
356

Redaktør
Zartman I. William

Biographical note

I. William Zartman is Jacob Blaustein Distinguished Professor Emeritus of International Organizations and Conflict Resolution at The Johns Hopkins School of Advanced International Studies. He is the author and editor of such books as Preventing Deadly Conflict (2015), Arab Spring: Negotiating in the Shadow of the Intifadat (2015), Global Power of Talk (2011), and Negotiation and Conflict Management: Essays on Theory and Practice (2007), amongst others.

Relaterte produkter