Book contents
- How Negotiations End
- How Negotiations End
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Acknowledgements
- About the Processes of International Negotiation (PIN) Network at the German Institute for Global and Area Studies (GIGA)
- Introduction
- Part I Cases
- Part II Causes
- 7 Crises and Turning Points: Reframing the Deal
- 8 Managing or Resolving? Defining the Deal
- 9 Mediating Closure: Driving toward a MEO
- 10 Mediating Closure: Timing for a MHS
- 11 Facing Impediments: Information and Communication
- 12 Facing Impediments: Prospecting
- 13 When is “Enough” Enough? Uncertainty
- 14 When is “Enough” Enough? Approach–Avoidance
- 15 When is “Enough” Enough? Settling for Suboptimal Agreement
- 16 Lessons for Theory
- 17 Lessons for Practice
- References
- Index
16 - Lessons for Theory
from Part II - Causes
Published online by Cambridge University Press: 04 April 2019
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Book contents
- How Negotiations End
- How Negotiations End
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Acknowledgements
- About the Processes of International Negotiation (PIN) Network at the German Institute for Global and Area Studies (GIGA)
- Introduction
- Part I Cases
- Part II Causes
- 7 Crises and Turning Points: Reframing the Deal
- 8 Managing or Resolving? Defining the Deal
- 9 Mediating Closure: Driving toward a MEO
- 10 Mediating Closure: Timing for a MHS
- 11 Facing Impediments: Information and Communication
- 12 Facing Impediments: Prospecting
- 13 When is “Enough” Enough? Uncertainty
- 14 When is “Enough” Enough? Approach–Avoidance
- 15 When is “Enough” Enough? Settling for Suboptimal Agreement
- 16 Lessons for Theory
- 17 Lessons for Practice
- References
- Index
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- How Negotiations EndNegotiating Behavior in the Endgame, pp. 287 - 294Publisher: Cambridge University PressPrint publication year: 2019