How Negotiations End
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How Negotiations End
| Author | : I. William Zartman |
| Publisher | : Cambridge University Press |
| Total Pages | : 359 |
| Release | : 2019-04-11 |
| Genre | : Business & Economics |
| ISBN | : 1108475833 |
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The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.
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Language: en
Pages: 359
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Type: BOOK - Published: 2019-04-11 - Publisher: Cambridge University Press
The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.
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After a war breaks out, what factors influence the warring parties' decisions about whether to talk to their enemy, and when may their position on wartime diplo
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Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an ag
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Most studies of international negotiations take successful talks as their subject. With a few notable exceptions, analysts have paid little attention to negotia
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The part of a negotiation that every negotiator wants to get to as quickly as possible is the closing. This is when your prize is insight: the deal that you wan
