By Richard H. Solomon,Nigel Quinney
Informed via discussions and interviews with greater than fifty professional international and American negotiators, Richard H. Solomon and Nigel Quinney argue that 4 detailed mind-sets have mixed to form U.S. negotiating perform: a businessperson’s pragmatic quest for concrete effects, a lawyer’s consciousness to element, a superpower’s inclination to dictate phrases, and a moralizer’s experience of venture. The authors study how american citizens hire time, language, enticements, and strain strategies on the negotiating desk, and the way they use (or forget) the media, again channel communications, and hospitality open air 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
Read or Download American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Cross-Cultural Negotiation Series) PDF
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