0
Your cart

Your cart is empty

Books > Social sciences > Politics & government > International relations > Diplomacy

Buy Now

American Negotiating Behavior - Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Hardcover) Loot Price: R905
Discovery Miles 9 050
You Save: R132 (13%)
  • This item is a special order that could take a long time to obtain.

American Negotiating Behavior - Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Hardcover): Richard Hugh Solomon, Nigel...

American Negotiating Behavior - Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Hardcover)

Richard Hugh Solomon, Nigel Quinney

Series: Cross-cultural Negotiation Series

 (sign in to rate)
List price R1,037 Loot Price R905 Discovery Miles 9 050 | Repayment Terms: R84 pm x 12* You Save R132 (13%)

Bookmark and Share

Supplier out of stock. If you add this item to your wish list we will let you know when it becomes available.

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; and, John Wood.

General

Imprint: United States Institute of Peace Press
Country of origin: United States
Series: Cross-cultural Negotiation Series
Release date: April 2010
First published: April 2010
Authors: Richard Hugh Solomon • Nigel Quinney
Dimensions: 229 x 152 x 25mm (L x W x T)
Format: Hardcover
Pages: 376
ISBN-13: 978-1-60127-048-1
Categories: Books > Social sciences > Politics & government
Books > Social sciences > Politics & government > International relations
Books > Social sciences > Politics & government > International relations > Diplomacy
LSN: 1-60127-048-8
Barcode: 9781601270481

Is the information for this product incomplete, wrong or inappropriate? Let us know about it.

Does this product have an incorrect or missing image? Send us a new image.

Is this product missing categories? Add more categories.

Review This Product

No reviews yet - be the first to create one!

Partners