How Negotiations End: Negotiating Behavior in the Endgame

Cambridge University Press, 4/11/2019
EAN 9781108475839, ISBN10: 1108475833

Hardcover, 356 pages, 22.9 x 15.2 x 2.1 cm
Language: English

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 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.