Learning from Book-Length Accounts of Historical Negotiations

12 Pages Posted: 25 Jan 2017

See all articles by David Matz

David Matz

University of Massachusetts Boston

Adrian Borbely

IESEG School of Management

Date Written: January 24, 2017

Abstract

This paper discusses book-length accounts of real negotiations and their value for understanding the process of negotiation. Grounded mostly on Thirteen Days in September by Lawrence Wright, it shows what we can learn from such accounts and how it may illuminate our understanding of complex negotiations.

Keywords: negotiation theory, fundamental research, book-length accounts, historical negotiation

Suggested Citation

Matz, David and Borbely, Adrian, Learning from Book-Length Accounts of Historical Negotiations (January 24, 2017). Journal of Dispute Resolution, Forthcoming, Available at SSRN: https://ssrn.com/abstract=2905000

David Matz (Contact Author)

University of Massachusetts Boston ( email )

100 Morrissey Blvd
Boston, MA 02125
United States

Adrian Borbely

IESEG School of Management ( email )

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1, parvis de la Défense
Puteaux, 92800
France

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