Books > Business & Economics > Business & management > Business negotiation
|
Buy Now
How Negotiations End - Negotiating Behavior in the Endgame (Hardcover)
Loot Price: R3,145
Discovery Miles 31 450
|
|
How Negotiations End - Negotiating Behavior in the Endgame (Hardcover)
Expected to ship within 12 - 17 working days
|
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.
General
Is the information for this product incomplete, wrong or inappropriate?
Let us know about it.
Does this product have an incorrect or missing image?
Send us a new image.
Is this product missing categories?
Add more categories.
Review This Product
No reviews yet - be the first to create one!
|
|
Email address subscribed successfully.
A activation email has been sent to you.
Please click the link in that email to activate your subscription.