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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
I William Zartman
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
| Mídia | Livros Hardcover Book (Livro com lombada e capa dura) |
| Lançado | 11 de abril de 2019 |
| ISBN13 | 9781108475839 |
| Editoras | Cambridge University Press |
| Páginas | 356 |
| Dimensões | 156 × 235 × 24 mm · 640 g |
| Idioma | English |
| Editor | Zartman, I. William (The Johns Hopkins University) |
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