Whether bargaining for strategic arms reductions, rights to drill Siberian oil fields, or an apartment in Moscow, Americans are faced across the table by a distinct Russian negotiating style. What are its chief characteristics, and how can U.S. diplomats and businesspeople best deal with it as they pursue their own objectives?Jerrold Schecter explores these questions with a wealth of personal experience as a former government official, journalist, and corporate executive. His insights, deepened by his working knowledge of ...
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Whether bargaining for strategic arms reductions, rights to drill Siberian oil fields, or an apartment in Moscow, Americans are faced across the table by a distinct Russian negotiating style. What are its chief characteristics, and how can U.S. diplomats and businesspeople best deal with it as they pursue their own objectives?Jerrold Schecter explores these questions with a wealth of personal experience as a former government official, journalist, and corporate executive. His insights, deepened by his working knowledge of the Russian language, also draw on the testimony of U.S. and former Soviet diplomats and negotiators. As he examines the historical and cultural underpinnings of contemporary Russian negotiating behavior, Schecter finds that the Bolshevik legacy remains largely intact despite the Soviet Union's demise. A step-by-step examination of the negotiating process, based on unique inside accounts from retired Soviet officials, exposes the areas of greatest continuity in Russian interests and style, as well as areas of change.Russian Negotiating Behavior also identifies counterstrategies that western negotiators can use to protect their interests, and it outlines the requirements for doing business in Russia's nascent market economy.
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Add this copy of Russian Negotiating Behavior: Continuity and Transition to cart. $10.40, very good condition, Sold by ThriftBooks-Reno rated 4.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1998 by United States Institute of Peace Press.
Add this copy of Russian Negotiating Behavior: Continuity & Transition to cart. $47.21, new condition, Sold by Revaluation Books rated 4.0 out of 5 stars, ships from Exeter, DEVON, UNITED KINGDOM, published 1998 by United States Inst of Peace Pr.
Add this copy of Russian Negotiating Behavior: Continuity and Transition to cart. $83.27, new condition, Sold by GridFreed rated 4.0 out of 5 stars, ships from North Las Vegas, NV, UNITED STATES, published 1998 by United States Institute of Peace.
Add this copy of Russian Negotiating Behavior: Continuity and Transition to cart. $105.21, new condition, Sold by GridFreed rated 4.0 out of 5 stars, ships from North Las Vegas, NV, UNITED STATES, published 1998 by United States Institute of Peace.
