American negotiating behavior : wheeler-dealers, legal eagles, bullies, and preachers / [edited by] Richard H. Solomon and Nigel Quinney.
| Other author | Solomon, Richard H., 1937-2017 |
| Other author | Quinney, Nigel. |
| Format | Book |
| Publication Info | Washington, D.C. : United States Institute of Peace, 2010. |
| Description | xxiv, 357 pages ; 22 cm |
| Subjects |
| 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. |
| Bibliography note | Includes bibliographical references (p. 321-333) and index. |
| LCCN | 2009039068 |
| ISBN | 9781601270481 |
| ISBN | 1601270488 |
| ISBN | 9781601270351 (pbk. : alk. paper) |
| ISBN | 1601270356 (pbk. : alk. paper) |
| ISBN | 9781601270368 (cloth) |
| ISBN | 1601270364 (cloth) |
| ISBN | 9781601270474 (pbk. : alk. paper) |
| ISBN | 160127047X (pbk. : alk. paper) |