How Negotiations End

Negotiating Behavior in the Endgame

I. William Zartman (The Johns Hopkins University)

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English

Cambridge University Press
11 April 2019

Peace studies & conflict resolution; International relations; Business negotiation

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.

Edited by: I. William Zartman (The Johns Hopkins University)
Imprint: Cambridge University Press
Country of Publication: United Kingdom
Dimensions: Height: 235mm, Width: 156mm, Spine: 24mm
Weight: 640g
ISBN: 9781108475839
ISBN 10: 1108475833
Pages: 356
Publication Date: 11 April 2019
Audience: Professional and scholarly , College/higher education , Undergraduate , Further / Higher Education
Format: Hardback
Publisher's Status: Active

I. William Zartman is Jacob Blaustein Distinguished Professor Emeritus of International Organizations and Conflict Resolution at The Johns Hopkins School of Advanced International Studies. He is the author and editor of such books as Preventing Deadly Conflict (2015), Arab Spring: Negotiating in the Shadow of the Intifadat (2015), Global Power of Talk (2011), and Negotiation and Conflict Management: Essays on Theory and Practice (2007), amongst others.

Reviews for How Negotiations End: Negotiating Behavior in the Endgame

'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