TY  - BOOK
AU  - Solomon,Richard H.
AU  - Quinney,Nigel
TI  - American negotiating behavior: wheeler-dealers, legal eagles, bullies, and preachers 
SN  - 9781601270481
AV  - JZ6045 .A44 2010
U1  - 327.73 22
PY  - 2010///
CY  - Washington, D.C.
PB  - United States Institute of Peace
KW  - Diplomatic negotiations in international disputes
KW  - Case studies
KW  - Negotiation
KW  - United States
KW  - Foreign relations
N1  - 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
ER  -