By Richard H. Solomon,Nigel Quinney
Informed via discussions and interviews with greater than fifty pro international and American negotiators, Richard H. Solomon and Nigel Quinney argue that 4 designated 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 undertaking. The authors study how americans hire time, language, enticements, and strain strategies on the negotiating desk, and the way they use (or overlook) the media, again channel communications, and hospitality open air the formal negotiating area. in addition 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
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