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

By Richard H. Solomon,Nigel Quinney

ISBN-10: 160127047X

ISBN-13: 9781601270474

ISBN-10: 1601270488

ISBN-13: 9781601270481

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

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

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