American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers
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Numar articol:187925087
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Preț:132,00 Lei
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Anuntul a expirat la:22.12.2020, 15:28
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Specificatii
Specialists: Richard H. Solomon This landmark study offers a rich
and detailed portrait of the negotiating practices of American
officials. It 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.Informed by
discussions and interviews with more than fifty seasoned foreign
and American negotiators, Richard H. Solomon and Nigel Quinney
argue that four distinctive mind-sets have combined to shape U.S.
negotiating practice: a businessperson s pragmatic quest for
concrete results, a lawyer s attention to detail, a superpower s
inclination to dictate terms, and a moralizer s sense of mission.
The authors examine how Americans employ time, language,
enticements, and pressure tactics at the negotiating table, and how
they use (or neglect) the media, back channel communications, and
hospitality outside the formal negotiating arena. They also explore
the intense interagency rivalries and congressional second-guessing
that limit U.S. negotiators freedom to maneuver.A chapter by the
eminent historian Robert Schulzinger charts the evolving
relationship between U.S. presidents and their negotiators, and the
volume presents a set of eight remarkably candid foreign
perspectives on particular aspects of American negotiating
behavior. These chapters are written by a distinguished cast of
ambassadors and foreign ministers, some from countries allied to
the United States, others from rivals or adversaries and all with
illuminating stories to tell.In the concluding chapter, Solomon and
Quinney propose a variety of measures to enhance America s
negotiating capacities to deal with the new and emerging challenges
to effective diplomacy in the 21st century.Contributors: Gilles
Andreani Chan Heng Chee David Hannay Faruk Logoglu Lalit Mansingh
Yuri Nazarkin Robert Schulzinger Koji Watanabe John Wood
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