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American Negotiating Behavior

American Negotiating Behavior

Thursday, April 1, 2010

By: Richard H. Solomon;  Nigel Quinney

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 tr...

Type: Book

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