American Negotiating Behavior: Wheeler-dealers, Legal Eagles, Bullies, and Preachers
- ISBN-10
- 160127047X
- ISBN-13
- 9781601270474
- Category
- Political Science
- Pages
- 357
- Language
- English
- Published
- 2010
- Publisher
- US Institute of Peace Press
- Authors
- Richard H. Solomon, Nigel Quinney
Description
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.
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