American Negotiating Behavior
Author: Richard H. Solomon
Publisher: US Institute of Peace Press
Published: 2010
Total Pages: 394
ISBN-13: 160127047X
DOWNLOAD EBOOK →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.