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American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preac

Condition:

Very Good

Price:

GBP 18.24

ApproximatelyS$ 31.43

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GBP 5.19 (approx S$ 8.94) Economy Postage. See detailsfor shipping

Located in: GL5 2TH, United Kingdom

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Estimated between Tue, 9 Jul and Thu, 25 Jul to 43230

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thecotswoldlibrary (682676)
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eBay item number:387022699143

Last updated on Jun 15, 2024 01:34:14 SGTView all revisionsView all revisions

Item specifics

Condition: Very Good: A book that has been read but is in excellent condition. No obvious damage to the cover, ... Very Good: A book that has been read but is in excellent condition. No obvious damage to the cover, with the dust jacket included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear. See all condition definitionsopens in a new window or tab

EAN: 9781601270474

ISBN: 160127047X

Book Title: American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bul

Publication Year: 2010

Type: Textbook

Format: Paperback

Subject Area: Country

Language: English

Publication Name: American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers

Item Height: 229mm

Author: Richard Hugh Solomon, Nigel Quinney

Publisher: United States Institute of Peace Press

Item Width: 152mm

Number of Pages: 376 Pages

About this product

Product Information

This landmark study offers a rich and detailed portrait of the negotiating practices of American officials. It 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. Informed by discussions and interviews with more than fifty seasoned foreign and American negotiators, Richard H. Solomon and Nigel Quinney argue that four distinctive mind-sets have combined to shape U.S. negotiating practice: a businessperson's pragmatic quest for concrete results, a lawyer's attention to detail, a superpower's inclination to dictate terms, and a moralizer's sense of mission. The authors examine how Americans employ time, language, enticements, and pressure tactics at the negotiating table, and how they use (or neglect) the media, back channel communications, and hospitality outside the formal negotiating arena. They also explore the intense interagency rivalries and congressional second-guessing that limit U.S. negotiators' freedom to maneuver. A chapter by the eminent historian Robert Schulzinger charts the evolving relationship between U.S. presidents and their negotiators, and the volume presents a set of eight remarkably candid foreign perspectives on particular aspects of American negotiating behavior. These chapters are written by a distinguished cast of ambassadors and foreign ministers, some from countries allied to the United States, others from rivals or adversaries and all with illuminating stories to tell. In the concluding chapter, Solomon and Quinney propose a variety of measures to enhance America's negotiating capacities to deal with the new and emerging challenges to effective diplomacy in the 21st century. Contributors: Gilles Andreani; Chan Heng Chee; David Hannay; Faruk Logoglu; Lalit Mansingh; Yuri Nazarkin; Robert Schulzinger; Koji Watanabe; and, John Wood.

Product Identifiers

Publisher

United States Institute of Peace Press

ISBN-13

9781601270474

eBay Product ID (ePID)

92540803

Product Key Features

Subject Area

Country

Author

Richard Hugh Solomon, Nigel Quinney

Publication Name

American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers

Format

Paperback

Language

English

Publication Year

2010

Type

Textbook

Number of Pages

376 Pages

Dimensions

Item Height

229mm

Item Width

152mm

Additional Product Features

Title_Author

Nigel Quinney, Richard Hugh Solomon

Series Title

Cross-Cultural Negotiation Series

Country/Region of Manufacture

United States

Item description from the seller

Business seller information

Value Added Tax Number:

GB 242692990

Seller assumes all responsibility for this listing.

eBay item number:387022699143

Last updated on Jun 15, 2024 01:34:14 SGTView all revisionsView all revisions

Postage and handling

Item location:

GL5 2TH, United Kingdom

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Postage and handling	To	Service	Delivery*See Delivery notes
GBP 5.19 (approx S$ 8.94)	United States	Economy Postage (Economy Int'l Postage)	Estimated between Tue, 9 Jul and Thu, 25 Jul to 43230 Seller ships within 3 days after receiving cleared payment.

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