How negotiations end : negotiating behavior in the endgame / edited by I. William Zartman.
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 i...
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Full Text (via Cambridge) |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Cambridge ; New York, NY :
Cambridge University Press,
2019.
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