American Negotiating Behavior

American Negotiating Behavior

Wheeler-dealers, Legal Eagles, Bullies, and Preachers

by Richard H. Solomon, Nigel Quinney

357 pages· 2010· ISBN 9781601270474
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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.

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