By Richard H. Solomon,Nigel Quinney
Informed via discussions and interviews with greater than fifty pro overseas and American negotiators, Richard H. Solomon and Nigel Quinney argue that 4 exact mind-sets have mixed to form U.S. negotiating perform: a businessperson’s pragmatic quest for concrete effects, a lawyer’s awareness to element, a superpower’s inclination to dictate phrases, and a moralizer’s experience of venture. The authors learn how american citizens hire time, language, enticements, and strain strategies on the negotiating desk, and the way they use (or forget) the media, again channel communications, and hospitality outdoor the formal negotiating area. in addition they discover the serious interagency rivalries and congressional second-guessing that restrict U.S. negotiators’ freedom to maneuver.
Contributors: Gilles Andreani • Chan Heng Chee • David Hannay • Faruk Logoglu • Lalit Mansingh • Yuri Nazarkin • Robert Schulzinger • Koji Watanabe • John Wood
Read Online or Download American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Cross-Cultural Negotiation Series) PDF
Best international affairs books
The ASEAN neighborhood discussion board (ARF) is the one Asia-Pacific-wide discussion board for consultations and discussion on political and protection matters. even if many articles and books were released at the ARF, this is often one of many few books that deal with the discussion board comprehensively and from the viewpoint of the area itself.
An in-depth research of ways India, China and other South Asian international locations can cooperate on key challenges affecting their bilateral relationshipsThis e-book makes a speciality of identifying the extant obstacles and impending opportunities for potent coordination of delivery infrastructure and enhancement of exchange actions alongside the border areas of South Asian nations.
Neighborhood powers equivalent to India, Brazil and South Africa, pose a problem to the worldwide order, however it isn't really continually transparent what that problem is. This edited quantity identifies the worldwide redistribution of fabric, institutional, and symbolic assets as primary targets of those states. It additionally assesses their family capacities and worldwide ideas and strategies to accomplish those pursuits.
- Bringing Sociology to International Relations: World Politics as Differentiation Theory
- Return to Cold War
- Indian Ocean and Maritime Security: Competition, Cooperation and Threat
- European Security Culture: Language, Theory, Policy
Additional resources for American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Cross-Cultural Negotiation Series)
American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Cross-Cultural Negotiation Series) by Richard H. Solomon,Nigel Quinney