While past studies have examined when and how negotiations begin, and how wars end, this is the first full-length work to analyze the closing phase of negotiations. It identifies endgame as a definable phase in negotiation, with specific characteristics, as the parties involved sense that the end is in sight and decide whether or not they want to reach it. The authors further classify different types of negotiator behavior characteristic of this phase, drawing out various components, including mediation, conflict management vs resolution, turning points, uncertainty, home relations, amongst others. A number of specific cases are examined to illustrate this analysis, including Colombian negotiations with the FARC, Greece and the EU, Iran nuclear proliferation, French friendship treaties with Germany and Algeria, Chinese business negotiations, and trade negotiations in Asia. This pioneering work will appeal to scholars and advanced students of negotiation in international relations, international organisation, and business studies.

List of figures -- List of tables -- List of contributors -- Acknowledgements -- About the Process of International Negotiation (PIN) -- Network at the German Institute for Global and Area Studies (GIGA). Introduction / I. WIlliam Zartman. Part 1 Cases : The Iranian nuclear negotiations / Ariane Tabatabai and Camille Pease -- Greek-EU debt dueling in the endgame / Diana Panke -- Colombia's farewell to civil war / Carlo Nasi and Angelika Rettberg -- Chinese business negotiations: closing the deal / Guy Olivier Faure -- France's reconciliations with Germany and Algeria / Valerie Rosoux -- Closure in bilateral negotiations: APEC-member free trade agreements / Larry Crump. Part 2 Causes : Crises and turning points: reframing the deal / Daniel Druckman -- Managing or resolving? Defining the deal / Michael J. Butler -- Mediating closure: driving toward a MEO / Sinésa Vukovic -- Mediating closure: timing for a MHS / Isak Svensson -- Facing impediments: information and communication / Andrew Kydd -- Facing impediments: prospecting / Janice Gross Stein -- When is "enough" enough? Uncertainty / Mikhail Troitskiy -- When is "enough" enough? Approach-avoidance / Dean G. Pruitt -- When is "enough" enough? Settling for suboptimal agreement / P. Terrence Hopmann -- Lessons for theory / I. WIlliam Zartman -- Lessons for practice/ Chester A. Crocker. References -- index.