Download PDF by Richard H. Solomon,Nigel Quinney: American Negotiating Behavior: Wheeler-Dealers, Legal

By Richard H. Solomon,Nigel Quinney

This landmark examine bargains a wealthy and distinctive portrait of the negotiating practices of yank officers. It assesses the a number of influences—cultural, institutional, ancient, and political—that form how American policymakers and diplomats procedure negotiations with international opposite numbers and highlights behavioral styles that go beyond the activities of person negotiators and administrations.

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

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American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Cross-Cultural Negotiation Series) by Richard H. Solomon,Nigel Quinney


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