ISBN:
9781108475839
,
9781108469098
Language:
English
Pages:
xiii, 344 Seiten
,
Diagramme
,
24 cm
Keywords:
Verhandlung
;
Diplomatie
;
Konfliktregelung
;
Konfliktlösung
;
Beilegung
;
Verhandlungstheorie
;
Beispiel
;
Erde
;
Lehrerhandbuch
;
Internationaler Konflikt
;
Konfliktregelung
;
Internationaler Wirtschaftsvertrag
;
Wirtschaftsbeziehungen
;
Verhandlungsführung
;
Entscheidungsfindung
Abstract:
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.
Note:
Literaturverzeichnis Seite 304-340, Register
,
How negotiations end: negotiating behavior in the endgame
,
The Iranian nuclear negotiations
,
Greek-EU Debt Dueling in the Endgame
,
Colombia's Farewell to Civil War
,
Chinese business negotiations: closing the deal
,
France's reconciliations with Germany and Algeria
,
Closure in bilateral negotiations: APEC-Member free trade agreements
,
Crises and Turning Points: Reframing the Deal
,
Managing or Resolving? Defining the Deal
,
Mediating Closure: Driving toward a MEO
,
Mediating Closure: Timing for a MHS
,
Facing Impediments: Information and Communication
,
Facing Impediments: Prospecting
,
When is “Enough” Enough? Uncertainty
,
When is “Enough” Enough? Approach–Avoidance
,
When is “Enough” Enough? Settling for Suboptimal Agreement
,
Lessons for theory
,
Lessons for practice
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