How Negotiations End: Negotiating Behavior in the Endgame - I William Zartman - Books - Cambridge University Press - 9781108475839 - April 11, 2019
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How Negotiations End: Negotiating Behavior in the Endgame

I William Zartman

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How Negotiations End: Negotiating Behavior in the Endgame

Where past studies have examined when and how negotiations begin, this is the first full-length work to analyze the closing phase of negotiations, identifying negotiator behavior patterns in the endgame. It will appeal to scholars and advanced students of negotiation in international relations, international organisation, and business studies.

415 pages, Worked examples or Exercises; 3 Tables, black and white; 7 Line drawings, black and white

Media Books     Hardcover Book   (Book with hard spine and cover)
Released April 11, 2019
ISBN13 9781108475839
Publishers Cambridge University Press
Pages 356
Dimensions 156 × 235 × 24 mm   ·   640 g
Language English  
Editor Zartman, I. William (The Johns Hopkins University)

See all of I William Zartman ( e.g. Hardcover Book )