Praise for American Negotiating Behavior
“American Negotiating Behavior is a truly unique study of the American negotiator because it explores the foreign perception of American negotiators.”
—Zbigniew Brzezinski, Counselor and Trustee, Center for Strategic and International Studies
“Diplomacy has never been more vital for Americans than in our increasingly globalized twenty- first century. Richard Solomon and Nigel Quinney have written a fascinating and perceptive book on how American diplomats have succeeded, and sometimes failed, to advance our national interests at the international negotiating table. This timely study provides important lessons and insights into how Americans might wrangle, barter, deal, and ultimately negotiate more effectively with friends and foes alike in the future.”
—Nicholas Burns, professor of the practice of diplomacy and international politics, Harvard University and former Under Secretary of State
“This book is a gold mine for anyone interested in American negotiation styles and methods, analyzed by two perceptive co-authors and several experienced international practitioners of diplomacy. One of the many merits of the book is that it sets out the parameters for future diplomacy, adapted to a world where dialogue and negotiations will, one hopes, be the primary tools for solving conflicts and global problems.”
—Jan Eliasson, former Minister for Foreign Affairs of Sweden and President of the United Nations General Assembly
“Of great importance, this book hammers home a central point little understood outside the diplomatic profession: critical negotiations actually take place more inside nations than between them. The narrative and analyses presented by Richard Solomon and Nigel Quinney are rich in previously untold stories.”
—Leslie H. Gelb, former New York Times columnist and former president of the Council on Foreign Relations
“American Negotiating Behavior may well become the definitive primer on the art of effective cross-cultural negotiating. It should be an important part of the education of U.S. diplomats, as well as anyone engaged in international transactions.”
—Henry A. Kissinger, U.S. Secretary of State, 1973–1977
“A gold mine of useful information and ideas that can help make American negotiators—
and their counterparts—more effective and the process of negotiations better understood.”
—George P. Shultz, U.S. Secretary of State, 1982–1989
