How negotiations end : negotiating behavior in the endgame
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 i...
Gardado en:
| Autor Principal: | |
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| Formato: | Livre numérique |
| Idioma: | Anglais |
| Publicado: |
Cambridge ; New York :
Cambridge University Press
2019.
Cambridge : |
| Sujets: | |
| Acceso en liña: | Accès sur la plateforme Cambridge University Press Accès sur la plateforme ISTEX (corpus CUP) Accès Université d'Orléans |
| Nota: |
Cambridge University Press - CUP - Corpus Science politique (Licence nationale) |
| Autres localisations: | Voir dans le Sudoc |
| Résumé: | 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 |
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| descrición da copia: | Cambridge University Press - CUP - Corpus Science politique (Licence nationale) |
| Bibliografía: | Bibliographie. Index |
| ISBN: | 9781108567466 |
| Acceso: | Accès en ligne pour les établissements français bénéficiaires des licences nationales Accès soumis à abonnement pour tout autre établissement Conditions particulières de réutilisation pour les bénéficiaires des licences nationales. https://www.licencesnationales.fr/wp-content/uploads/2024/03/2023-14_Collex_Cambridge_CCTP.pdf |