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Author : Nigel Quinney
Publisher : Unknown
Page : 12 pages
File Size : 45,7 Mb
Release : 2002
Category : Diplomatic negotiations in international disputes
ISBN : UOM:39015062482321
Author : Richard H. Solomon,Nigel Quinney
Publisher : US Institute of Peace Press
Page : 394 pages
File Size : 45,9 Mb
Release : 2010
Category : Language Arts & Disciplines
ISBN : 9781601270474
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.
Author : Nigel Quinney
Publisher : Unknown
Page : 128 pages
File Size : 48,6 Mb
Release : 2002
Category : Diplomatic negotiations in international disputes
ISBN : OCLC:1031620627
Author : Richard H. Solomon
Publisher : US Institute of Peace Press
Page : 228 pages
File Size : 43,7 Mb
Release : 1999
Category : Language Arts & Disciplines
ISBN : 1878379860
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 47,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author : Jerrold L. Schecter
Publisher : Unknown
Page : 248 pages
File Size : 45,7 Mb
Release : 1998
Category : Business & Economics
ISBN : UOM:39015045698233
Whether bargaining for strategic arms reductions, rights to drill Siberian oil fields, or an apartment in Moscow, Americans are faced across the table by a distinct Russian negotiating style. What are its chief characteristics, and how can U.S. diplomats and businesspeople best deal with it as they pursue their own objectives? Jerrold Schecter explores these questions with a wealth of personal experience as a former government official, journalist, and corporate executive. His insights, deepened by his working knowledge of the Russian language, also draw on the testimony of U.S. and former Soviet diplomats and negotiators. As he examines the historical and cultural underpinnings of contemporary Russian negotiating behavior, Schecter finds that the Bolshevik legacy remains largely intact despite the Soviet Union's demise. A step-by-step examination of the negotiating process, based on unique inside accounts from retired Soviet officials, exposes the areas of greatest continuity in Russian interests and style, as well as areas of change. Russian Negotiating Behavior also identifies counterstrategies that western negotiators can use to protect their interests, and it outlines the requirements for doing business in Russia's nascent market economy.
Author : Joseph G. Whelan
Publisher : Routledge
Page : 689 pages
File Size : 40,5 Mb
Release : 2019-07-11
Category : Political Science
ISBN : 9781000312478
"The foreign affairs book of the season ... an absorbing review of the nitty-gritty of Soviet-American diplomacy over the years."—Stephen S. Rosenfeld, The Washington Post "Vast in its historical sweep. . . . Focusing on the period since the Bolshevik Revolution, Whelan stresses five themes: the nature of negotiating behavior, its principal characteristics, elements contributing to its formation, aspects of continuity and change during more than 60 years, and the implications of the record for U.S. foreign policy in the 1980s. "The bulk of the book traces Soviet diplomacy under Chicherin and Litvinov, the enormously complex and detailed wartime conferences with Stalin, the descent into the cold war, the transition to peaceful coexistence with Nikita Krushchev (including fascinating details on the Cuban Missile Crisis), peaceful coexistence with Leonid Brezhnev (including extensive chronological analysis of the SALT process) and finally, judgements about how U.S. policy should be informed in future un- dertakings with the Soviets."—Nish Jamgotch, Jr., The American Political Science Review
Author : Michael Blaker,Paul Giarra,Ezra F. Vogel
Publisher : US Institute of Peace Press
Page : 188 pages
File Size : 48,5 Mb
Release : 2002
Category : Business & Economics
ISBN : 1929223102
Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.
Author : Charles Cogan
Publisher : US Institute of Peace Press
Page : 370 pages
File Size : 51,7 Mb
Release : 2003
Category : Language Arts & Disciplines
ISBN : 1929223528
Even before it led opposition to the recent war on Iraq, France was considered the most difficult of the United States' major European allies. Each side tends to irritate the other, not least at the negotiating table, where Americans complain of French pretensions and arrogance, and the French fulminate against U.S. hegemonisme and egoisme. But, whether they like it or not, the two nations are going to have to deal with one another for a long time to come. Charles Cogan's timely and insightful study can't guarantee to make those encounters more fruitful, but it will help France's negotiating counterparts understand how and why French officials behave as they do. With impressive objectivity and authority, Cogan first explores the cultural and historical factors that have shaped the French approach and then dissects its key elements. Mixing rationalism and nationalism, rhetoric and brio, self-importance and embattled vulnerability, French negotiators often seem more interested in asserting their country's "universal" mission than in reaching agreement. Three recent case studies illustrate this distinctively French mélange. Yet agreement is by no means always elusive. Cogan offers practical suggestions for making negotiations more cooperative and productive--although he also emphasizes the long-term damage inflicted by the crisis over Iraq. Drawing on candid interviews with many of today's leading players on the French, American, British, and German sides, this engaging volume will inform and stimulate both seasoned practitioners and academics as well as students of France and the negotiating process. This book is the recipient of the Prix Ernest Lémonon from L'Académie des Sciences Morales et Politiques, 2006
Author : Scott Snyder
Publisher : US Institute of Peace Press
Page : 262 pages
File Size : 43,6 Mb
Release : 1999
Category : Language Arts & Disciplines
ISBN : 1878379941
The ordeal of negotiating with North Koreans during the Cold War has left the impression of a crazy and bizarre diplomacy, of negotiators who insult and provoke their Western counterparts while fabricating crises and fomenting discord. As "Negotiating on the Edge" reveals, however, there is not only a method to this madness but also an ongoing shift toward a less provocative negotiating style.Drawing on interviews with an eminent cast of U.S. officials and marshalling extensive research on North Korea past and present, Scott Snyder traces the historical and cultural roots of North Korea's negotiating behavior and exposes the full range of tactics in its diplomatic arsenal. He explains why North Koreans behave as they do, and he argues that there is, in fact, an internal logic to what often seems to be outrageous conduct.Finally, Snyder explores how economic desperation and the end of the Cold War have forced North Korea to modify its negotiating style and objectives. Focusing on the U.S. negotiating experience with North Korea in the 1990s, Snyder also deals comparatively with recent South Korean and multilateral attempts to engage Pyongyang."
Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 46,6 Mb
Release : 2006
Category : Business and politics
ISBN : UCLA:L0099971780
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author : Hans Binnendijk
Publisher : Unknown
Page : 166 pages
File Size : 55,5 Mb
Release : 1987
Category : Diplomatic negotiations in international disputes
ISBN : UOM:39015019051070
Author : Richard H. Solomon
Publisher : Unknown
Page : 28 pages
File Size : 50,5 Mb
Release : 1983
Category : China
ISBN : OCLC:38129977
Author : Library of Congress. Congressional Research Service. Senior Specialists Division,Library of Congress. Congressional Research Service. Office of Senior Specialists,United States. Congress. House. Committee on Foreign Affairs
Publisher : Unknown
Page : 644 pages
File Size : 44,7 Mb
Release : 1979
Category : Soviet Union
ISBN : UIUC:30112026278926
Author : Tony Fang
Publisher : SAGE
Page : 364 pages
File Size : 52,7 Mb
Release : 1999
Category : Business & Economics
ISBN : 0761915761
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.