American Negotiating Behavior
Author | : Richard H. Solomon |
Publisher | : US Institute of Peace Press |
Total Pages | : 394 |
Release | : 2010 |
Genre | : Language Arts & Disciplines |
ISBN | : 160127047X |
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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.