The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
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 Sinia Vukovi¿ 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.
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 Sinia Vukovi¿ 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.
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