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

By Richard H. Solomon,Nigel Quinney

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

Informed through discussions and interviews with greater than fifty pro international and American negotiators, Richard H. Solomon and Nigel Quinney argue that 4 distinct mind-sets have mixed to form U.S. negotiating perform: a businessperson’s pragmatic quest for concrete effects, a lawyer’s cognizance to element, a superpower’s inclination to dictate phrases, and a moralizer’s feel of undertaking. The authors study how americans 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 enviornment. additionally 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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