Titel:	How negotiations end
Titelzusatz:	negotiating behavior in the endgame
Mitwirkende:	Zartman, Ira William [HerausgeberIn]
Verf.angabe:	edited by I. William Zartman, The Johns Hopkins University
Verlagsort:	Cambridge ; New York ; Melbourne,VIC ; New Delhi ; Singapore
Verlag:	Cambridge University Press
Jahr:	2019
Umfang:	xiii, 344 Seiten
Illustrationen:	Diagramme
Format:	24 cm
Fussnoten:	Literaturverzeichnis Seite 304-340, Register
Ang. zum Inhalt:	How negotiations end: negotiating behavior in the endgame / I. William Zartman
	The Iranian nuclear negotiations / Ariane Tabatabai and Camille Pease
	Greek-EU Debt Dueling in the Endgame / Diana Panke
	Colombia's Farewell to Civil War / Carlo Nasi and Angelika Rettberg
	Chinese business negotiations: closing the deal / Guy Olivier Faure
	France's reconciliations with Germany and Algeria / Valerie Rosoux
	Closure in bilateral negotiations: APEC-Member free trade agreements / Larry Crump
	Crises and Turning Points: Reframing the Deal / Daniel Druckman
	Managing or Resolving? Defining the Deal / Michael J. Butler
	Mediating Closure: Driving toward a MEO / Siniša Vuković
	Mediating Closure: Timing for a MHS / Isak Svensson
	Facing Impediments: Information and Communication / Andrew Kydd
	Facing Impediments: Prospecting / Janice Gross Stein
	When is “Enough” Enough? Uncertainty / Mikhail Troitskiy
	When is “Enough” Enough? Approach–Avoidance / Dean G. Pruitt
	When is “Enough” Enough? Settling for Suboptimal Agreement / P. Terrence Hopmann
	Lessons for theory / I. William Zartman
	Lessons for practice / Chester A. Crocke.
ISBN:	978-1-108-47583-9
	978-1-108-46909-8
Abstract:	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.
Schlagwörter:	(s)Internationaler Konflikt    / (s)Konfliktregelung    / (s)Internationaler Wirtschaftsvertrag    / (s)Wirtschaftsbeziehungen    / (s)Verhandlungsführung    / (s)Entscheidungsfindung
	(s)Verhandlung    / (s)Diplomatie    / (s)Konfliktregelung    / (s)Konfliktlösung    / (s)Beilegung    / (s)Verhandlungstheorie    / (s)Beispiel    / (g)Erde
Dokumenttyp:	Lehrerhandbuch
Sprache:	eng
RVK-Notation:	MK 8500
K10plus-PPN:	1067043950