Author : Richard H. Solomon,Nigel Quinney
Publisher : US Institute of Peace Press
Page : 394 pages
File Size : 54,8 Mb
Release : 2010
Category : Language Arts & Disciplines
ISBN : 9781601270474
American Negotiating Behavior by Richard H. Solomon,Nigel Quinney Pdf
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.