U.S. Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook U.S. Negotiating Behavior write by Nigel Quinney. This book was released on 2002. U.S. Negotiating Behavior available in PDF, EPUB and Kindle.
American Negotiating Behavior
American Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook American Negotiating Behavior write by Richard H. Solomon. This book was released on 2010. American Negotiating Behavior available in PDF, EPUB and Kindle. Informed by discussions and interviews with more than fifty seasoned foreign and American negotiators, this landmark study offers a rich and detailed portrait of the negotiating practices of American officials. Including contributions by eleven international experts, i assesses the multiple influences--cultural, institutional, historical, and political--that shape how American policymakers and diplomats approach negotiations with foreign counterparts and highlights behavioral patterns that transcend the actions of individual negotiators and administrations.
Chinese Negotiating Behavior
Chinese Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Chinese Negotiating Behavior write by Richard H. Solomon. This book was released on 1999. Chinese Negotiating Behavior available in PDF, EPUB and Kindle. After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
French Negotiating Behavior
French Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook French Negotiating Behavior write by Charles Cogan. This book was released on 2003. French Negotiating Behavior available in PDF, EPUB and Kindle. Even before it led opposition to the recent war on Iraq, France was considered the most difficult of the United States' major European allies. Each side tends to irritate the other, not least at the negotiating table, where Americans complain of French pretensions and arrogance, and the French fulminate against U.S. hegemonisme and egoisme. But, whether they like it or not, the two nations are going to have to deal with one another for a long time to come. Charles Cogan's timely and insightful study can't guarantee to make those encounters more fruitful, but it will help France's negotiating counterparts understand how and why French officials behave as they do. With impressive objectivity and authority, Cogan first explores the cultural and historical factors that have shaped the French approach and then dissects its key elements. Mixing rationalism and nationalism, rhetoric and brio, self-importance and embattled vulnerability, French negotiators often seem more interested in asserting their country's "universal" mission than in reaching agreement. Three recent case studies illustrate this distinctively French mélange. Yet agreement is by no means always elusive. Cogan offers practical suggestions for making negotiations more cooperative and productive--although he also emphasizes the long-term damage inflicted by the crisis over Iraq. Drawing on candid interviews with many of today's leading players on the French, American, British, and German sides, this engaging volume will inform and stimulate both seasoned practitioners and academics as well as students of France and the negotiating process. This book is the recipient of the Prix Ernest Lémonon from L'Académie des Sciences Morales et Politiques, 2006
Russian Negotiating Behavior
Russian Negotiating Behavior - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Russian Negotiating Behavior write by Jerrold L. Schecter. This book was released on 1998. Russian Negotiating Behavior available in PDF, EPUB and Kindle. Whether bargaining for strategic arms reductions, rights to drill Siberian oil fields, or an apartment in Moscow, Americans are faced across the table by a distinct Russian negotiating style. What are its chief characteristics, and how can U.S. diplomats and businesspeople best deal with it as they pursue their own objectives? Jerrold Schecter explores these questions with a wealth of personal experience as a former government official, journalist, and corporate executive. His insights, deepened by his working knowledge of the Russian language, also draw on the testimony of U.S. and former Soviet diplomats and negotiators. As he examines the historical and cultural underpinnings of contemporary Russian negotiating behavior, Schecter finds that the Bolshevik legacy remains largely intact despite the Soviet Union's demise. A step-by-step examination of the negotiating process, based on unique inside accounts from retired Soviet officials, exposes the areas of greatest continuity in Russian interests and style, as well as areas of change. Russian Negotiating Behavior also identifies counterstrategies that western negotiators can use to protect their interests, and it outlines the requirements for doing business in Russia's nascent market economy.
