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The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.

After a war breaks out, what factors influence the warring parties' decisions about whether to talk to their enemy, and when may their position on wartime diplo

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an ag

The part of a negotiation that every negotiator wants to get to as quickly as possible is the closing. This is when your prize is insight: the deal that you wan

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. Aft