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American negotiating behavior : wheeler-dealers, legal eagles, bullies, and preachers / [edited by] Richard H. Solomon and Nigel Quinney.

Contributor(s): Material type: TextPublication details: Washington, D.C. : United States Institute of Peace, 2010.Description: xxiv, 357 p. ; 22 cmISBN:
  • 9781601270481
  • 1601270488
  • 9781601270351 (pbk. : alk. paper)
  • 1601270356 (pbk. : alk. paper)
  • 9781601270368 (cloth)
  • 1601270364 (cloth)
  • 9781601270474 (pbk. : alk. paper)
  • 160127047X (pbk. : alk. paper)
Subject(s): DDC classification:
  • 327.73 22
LOC classification:
  • JZ6045 .A44 2010
Contents:
Introduction -- The four-faceted negotiator -- At the bargaining table -- Bargaining away from the table -- Americans negotiating with Americans -- American presidents and their negotiators, 1776-2009 / Robert D. Schulzinger -- Different forums, different styles / Chan Heng Chee -- Negotiating trade : a bitter experience for Japanese negotiators / Koji Wantabe -- Negotiating security : the pushy superpower / Faruk Logoglu -- Negotiating within Washington : thrown in at the deep end : a New Zealand diplomat looks back / John Wood -- Negotiating as a rival : a Russian perspective / Yuri Nazarkin -- Negotiating bilaterally : India's evolving experience with the United States / Lalit Mansingh -- Negotiating multilaterally : the advantages and disadvantages of the U.S. approach / David Hannay -- Negotiating with savoir faire : twelve rules for negotiating with the United States / Gilles Andreani -- Conclusion : Negotiating in a transforming world.
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Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Books Main Library JZ6045 .A44 2010 (Browse shelf(Opens below)) Available PIU0005648

Includes bibliographical references (p. 321-333) and index.

Introduction -- The four-faceted negotiator -- At the bargaining table -- Bargaining away from the table -- Americans negotiating with Americans -- American presidents and their negotiators, 1776-2009 / Robert D. Schulzinger -- Different forums, different styles / Chan Heng Chee -- Negotiating trade : a bitter experience for Japanese negotiators / Koji Wantabe -- Negotiating security : the pushy superpower / Faruk Logoglu -- Negotiating within Washington : thrown in at the deep end : a New Zealand diplomat looks back / John Wood -- Negotiating as a rival : a Russian perspective / Yuri Nazarkin -- Negotiating bilaterally : India's evolving experience with the United States / Lalit Mansingh -- Negotiating multilaterally : the advantages and disadvantages of the U.S. approach / David Hannay -- Negotiating with savoir faire : twelve rules for negotiating with the United States / Gilles Andreani -- Conclusion : Negotiating in a transforming world.

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