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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
| Medie | Bøger Hardcover bog (Bog med hård ryg og stift omslag) |
| Udgivet | 11. april 2019 |
| ISBN13 | 9781108475839 |
| Forlag | Cambridge University Press |
| Antal sider | 356 |
| Mål | 156 × 235 × 24 mm · 640 g |
| Sprog | Engelsk |
| Klipper/redaktør | Zartman, I. William (The Johns Hopkins University) |
Se alt med I William Zartman ( f.eks. Hardcover bog )