Political Science
Managing or resolving? Defining the deal
Document Type
Book Chapter
Abstract
This chapter examines calculations in which leading negotiators engaged in the closing stages of a negotiation in choosing a strategy oriented around containing violence (conflict management) or one aimed at settling the disputes underlying that violence (conflict resolution). On reaching a point at which the end of the negotiations is nigh, what factors impact the decision-making calculus of the negotiation parties such that they perceive one or the other strategy as more (or less) desirable? Do the closing behaviors of dueling, driving, dragging, or mismatching correspond to either of these strategies and outcomes?
Publication Title
How Negotiations End: Negotiating Behavior in the Endgame
Publication Date
4-4-2019
First Page
164
Last Page
184
ISBN
9781108567466
DOI
10.1017/9781108567466.009
Keywords
negotiations, negotiation strategy
Repository Citation
Butler, Michael J., "Managing or resolving? Defining the deal" (2019). Political Science. 26.
https://commons.clarku.edu/faculty_political_science/26
