How Negotiations End

Negotiating Behavior in the Endgame

By: I. William Zartman (Editor)

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Hardcover | 11 April 2019

At a Glance

Hardcover
360 Pages

Dimensions(cm)
22.86 x 15.24 x 2.06

Hardcover

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Whilst past studies have examined when and how negotiations begin, and how wars end, this is the first full-length work to analyse 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 behaviour 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.

Industry Reviews

'Stunning. ... Zartman's introductory essay is worth the price of admission all by itself - a remarkably analytical treatment of an exceptionally diverse set of phenomena that characterize negotiations across subject matter and cultures. The cases are interesting and well presented with lessons that make for easy take-aways. Anyone about to undertake a negotiation for their government should read and think about the lessons that are woven into every chapter of the book, but it will probably be those who have already experienced a protracted negotiation who will extract most from this impressive work.' Robert Gallucci, Georgetown University, Washington DC

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