Normal view MARC view ISBD view

American negotiating behavior : wheeler-dealers, legal eagles, bullies, and preachers / [edited by] Richard H. Solomon and Nigel Quinney. - Washington, D.C. : United States Institute of Peace, 2010. - xxiv, 357 p. ; 22 cm.

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

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

ISBN: 9781601270481 1601270488 9781601270351 (pbk. : alk. paper) 1601270356 (pbk. : alk. paper) 9781601270368 (cloth) 1601270364 (cloth) 9781601270474 (pbk. : alk. paper) 160127047X (pbk. : alk. paper)

LCCN: 2009039068

Nat. Bib. No.: GBB093820 bnb

Nat. Bib. Agency Control No.: 015619838 Uk

Subjects--Topical Terms:
Diplomatic negotiations in international disputes--Case studies.
Negotiation--United States.

Subjects--Geographic Terms:
United States--Foreign relations.

LC Class. No.: JZ6045 / .A44 2010

Dewey Class. No.: 327.73