By Richard H. Solomon,Nigel Quinney
Informed by way of discussions and interviews with greater than fifty professional overseas and American negotiators, Richard H. Solomon and Nigel Quinney argue that 4 special mind-sets have mixed to form U.S. negotiating perform: a businessperson’s pragmatic quest for concrete effects, a lawyer’s cognizance to aspect, a superpower’s inclination to dictate phrases, and a moralizer’s experience of challenge. The authors study how american citizens hire time, language, enticements, and strain strategies on the negotiating desk, and the way they use (or overlook) 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