American Negotiating Behavior
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American Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher: US Institute of Peace Press
Release Date : 2010
American Negotiating Behavior written by Richard H. Solomon and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Language Arts & Disciplines categories.
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.
U S Negotiating Behavior
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Author : Nigel Quinney
language : en
Publisher:
Release Date : 2002
U S Negotiating Behavior written by Nigel Quinney and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Diplomatic negotiations in international disputes categories.
U S Negotiating Behavior Electronic Resource
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Author : Nigel Quinney
language : en
Publisher:
Release Date : 2002
U S Negotiating Behavior Electronic Resource written by Nigel Quinney and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Diplomatic negotiations in international disputes categories.
Chinese Negotiating Behavior
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Author : Richard H. Solomon
language : en
Publisher: US Institute of Peace Press
Release Date : 1999
Chinese Negotiating Behavior written by Richard H. Solomon and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Language Arts & Disciplines categories.
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.
Soviet Diplomacy And Negotiating Behavior
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Author : Joseph G. Whelan
language : en
Publisher: Routledge
Release Date : 2019-07-11
Soviet Diplomacy And Negotiating Behavior written by Joseph G. Whelan and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-07-11 with Political Science categories.
"The foreign affairs book of the season ... an absorbing review of the nitty-gritty of Soviet-American diplomacy over the years."—Stephen S. Rosenfeld, The Washington Post "Vast in its historical sweep. . . . Focusing on the period since the Bolshevik Revolution, Whelan stresses five themes: the nature of negotiating behavior, its principal characteristics, elements contributing to its formation, aspects of continuity and change during more than 60 years, and the implications of the record for U.S. foreign policy in the 1980s. "The bulk of the book traces Soviet diplomacy under Chicherin and Litvinov, the enormously complex and detailed wartime conferences with Stalin, the descent into the cold war, the transition to peaceful coexistence with Nikita Krushchev (including fascinating details on the Cuban Missile Crisis), peaceful coexistence with Leonid Brezhnev (including extensive chronological analysis of the SALT process) and finally, judgements about how U.S. policy should be informed in future un- dertakings with the Soviets."—Nish Jamgotch, Jr., The American Political Science Review
Russian Negotiating Behavior
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Author : Jerrold L. Schecter
language : en
Publisher:
Release Date : 1998
Russian Negotiating Behavior written by Jerrold L. Schecter and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998 with Business & Economics categories.
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.
French Negotiating Behavior
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Author : Charles Cogan
language : en
Publisher: US Institute of Peace Press
Release Date : 2003
French Negotiating Behavior written by Charles Cogan and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Language Arts & Disciplines categories.
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
Negotiating On The Edge
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Author : Scott Snyder
language : en
Publisher: US Institute of Peace Press
Release Date : 1999
Negotiating On The Edge written by Scott Snyder and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Language Arts & Disciplines categories.
The ordeal of negotiating with North Koreans during the Cold War has left the impression of a crazy and bizarre diplomacy, of negotiators who insult and provoke their Western counterparts while fabricating crises and fomenting discord. As "Negotiating on the Edge" reveals, however, there is not only a method to this madness but also an ongoing shift toward a less provocative negotiating style.Drawing on interviews with an eminent cast of U.S. officials and marshalling extensive research on North Korea past and present, Scott Snyder traces the historical and cultural roots of North Korea's negotiating behavior and exposes the full range of tactics in its diplomatic arsenal. He explains why North Koreans behave as they do, and he argues that there is, in fact, an internal logic to what often seems to be outrageous conduct.Finally, Snyder explores how economic desperation and the end of the Cold War have forced North Korea to modify its negotiating style and objectives. Focusing on the U.S. negotiating experience with North Korea in the 1990s, Snyder also deals comparatively with recent South Korean and multilateral attempts to engage Pyongyang."
National Negotiating Styles
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Author : Hans Binnendijk
language : en
Publisher: DIANE Publishing
Release Date : 1995-02
National Negotiating Styles written by Hans Binnendijk and has been published by DIANE Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995-02 with Diplomacy categories.
Provides a profile of each national negotiating style for China, the Soviet Union, Japan, France, Egypt and Mexico. Reviews each nation's historical and institutional setting, the characteristics of its political culture, the style of the negotiators themselves, and national strategies and tactics. Suggests bargaining guidelines for U.S. negotiators.
Case Studies In Japanese Negotiating Behavior
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Author : Michael Blaker
language : en
Publisher: US Institute of Peace Press
Release Date : 2002
Case Studies In Japanese Negotiating Behavior written by Michael Blaker and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Business & Economics categories.
Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.