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How Negotiations End by I. William Zartman

How Negotiations End

by I. William Zartman
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Book cover type: Hardcover
  • ISBN13: 9781108475839
  • Binding: Hardcover
  • Subject: N/A
  • Publisher: Cambridge University Press
  • Publisher Imprint: Cambridge University Press
  • Publication Date:
  • Pages: 356
  • Original Price: USD 152.0
  • Language: English
  • Edition: N/A
  • Item Weight: 590 grams
  • BISAC Subject(s): International Relations / General

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.

Zartman, I. William: - 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.

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