Research Catalog
American negotiating behavior : wheeler-dealers, legal eagles, bullies, and preachers / [edited by] Richard H. Solomon and Nigel Quinney.
- Title
- American negotiating behavior : wheeler-dealers, legal eagles, bullies, and preachers / [edited by] Richard H. Solomon and Nigel Quinney.
- Publication
- Washington, D.C. : United States Institute of Peace, 2010.
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| Status | Format | Access | Call Number | Item Location |
|---|---|---|---|---|
| Text | Request in advance | JZ6045 .A44 2010 | Off-site |
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Details
- Additional Authors
- Description
- xxiv, 357 pages; 22 cm
- Summary
- Focusing on negotiation, not on mediation, these articles will help American officials in the coming decades find increasing opportunities and increasing reason to build cross-cultural relationships. They will be persuaded to take the time and pains to lay the ground work and find win-win solutions rather than to push hard for quick settlements on purely American terms.
- Subject
- Diplomatic negotiations in international disputes > Case studies
- Negotiation > United States
- Négociations diplomatiques dans les conflits internationaux > Études de cas
- Négociations > États-Unis
- Diplomatic negotiations in international disputes
- Diplomatic relations
- Negotiation
- United States > Foreign relations
- États-Unis > Relations extérieures
- United States
- Genre/Form
- Case studies
- Études de cas.
- Bibliography (note)
- Includes bibliographical references (pages 321-333) and index.
- Processing Action (note)
- committed to retain
- Contents
- Introduction -- The four-faceted negotiator -- At the bargaining table -- Bargaining away from the table -- Americans negotiating with Americans -- American presidents and their negotiators, 1776-2009 / Robert D. Schulzinger -- Different forums, different styles / Chan Heng Chee -- Negotiating trade : a bitter experience for Japanese negotiators / Koji Wantabe -- Negotiating security : the pushy superpower / Faruk Logoglu -- Negotiating within Washington : thrown in at the deep end : a New Zealand diplomat looks back / John Wood -- Negotiating as a rival : a Russian perspective / Yuri Nazarkin -- Negotiating bilaterally : India's evolving experience with the United States / Lalit Mansingh -- Negotiating multilaterally : the advantages and disadvantages of the U.S. approach / David Hannay -- Negotiating with savoir faire : twelve rules for negotiating with the United States / Gilles Andreani -- Conclusion : Negotiating in a transforming world.
- ISBN
- 9781601270481
- 1601270488
- 9781601270351
- 1601270356
- 9781601270368
- 1601270364
- 9781601270474
- 160127047X
- LCCN
- 2009039068
- OCLC
- 437186918
- SCSB-12189726
- Owning Institutions
- Harvard Library