American Negotiating Behavior Wheeler-Dealers, Legal Eagles, Bullies, and Preachers

ISBN-10: 160127047X

ISBN-13: 9781601270474

Edition: 2010

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Book details

List price: $22.50
Copyright year: 2010
Publisher: United States Institute of Peace Press (USIP Press)
Publication date: 4/1/2010
Binding: Paperback
Pages: 376
Size: 5.75" wide x 8.75" long x 0.75" tall
Weight: 1.342
Language: English

Richard H. Solomon has had extensive experience negotiating with East Asian leaders. As assistant secretary of state for East Asian and Pacific affairs, he negotiated the first UN "Permanent Five" peacemaking agreement, for Cambodia, and led U.S. bilateral negotiations with Vietnam.Solomon has been president of the United States Institute of Peace since 1993. He is the author of seven books, including Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends"(USIP Press).

Nigel Quinney is president of The Editorial Group and a consultant to European and American think tanks, academic institutions, and multinational corporations.

Preface: The Cross-Cultural Negotiation Project and the Origins of this Book
Cultural and Negotiation
The Organization of This Book
A Portrait of the American Negotiator
The Four-Faceted Negotiator
The Businesslike Negotiator
The Legalistic Negotiator
The Moralistic Negotiator
The Superpower Negotiator
At the Bargaining Table
Building Relationships
Deploying Inducements
Putting the Pressure On
Watching the Clock
Talking Across the Table
Negotiating Multilaterally
Bargaining away from the Table
Back Channels: An American Infatuation?
The Media: A Changing Balance Of Power?
Hospitality: An Inelegant Sufficiency
Other Forms of Bargaining away from the Table
Americans Negotiating with Americans
A Trammel and a Spur: The Influence of Congress
A Ticking Clock: The Impact of Election Cycles
The Impact of Interagency Rivalries
A Convenient Target: The Political Vulnerability of American Negotiators
Historical Perspective
American Presidents and Their Negotiators, 1776-2009
The Era of Personal Diplomacy, 1776-1898
Negotiating as a Great Power, 1898-1932
The Growth of a Modern Foreign Affairs Bureaucracy, 1933-45
Negotiating during a Time of Containment and Consensus, 1945-68
From An Era of Negotiations to the End of the Cold War, 1968-89
The Post-Cold War World
Foreign Perspectives
Different Forums, Different Styles
Bilateral Negotiations: The United States-Singapore Free Trade Agreement
Regional Forums: Negotiating with ASEAN
The United Nations
Negotiating Trade: A Bitter Experience for Japanese Negotiators
Background to the Trade Dispute
Lessons Learned from the Trade Negotiations
A Lesson Learned from Security Negotiations
Toward a New Eta: From Trade Friction to Cooperation
Negotiating Security: The Pushy Superpower
The New World after 9/11
The Turkish Experience
The Distinctive Patterns of American Diplomacy
Negotiating within Washington: Thrown in at the Deep End-A New Zealand Diplomat Looks Back
The Nuclear Divide
The Search for Accommodation
Superpower Sensitivities
A House Undivided
Negotiating with Oneself
Dealing wide Congress
The Media
Going the Extra Mile
Meltdown and After
The Consequences of Failure
Picking Up the Pieces
Washington Revisited
The Exception or the Rule?
Negotiating as a Rival: A Russian Perspective
General Characteristics of American Negotiating Behavior
Reaching Compromises
Confidentiality and Leaks
Playing on Our Internal Differences
Influencing Soviet Attitudes
Behind-the-Scenes Internal Differences and Their Impact upon Negotiations
Mistakes in Strategy
Looking Ahead
Negotiating Bilaterally: India's Evolving Experience with the United States
"A Half Century of Misunderstandings, Miscues and Mishaps"
The Post-Cold War: From Strategic Irrelevance to Strategic Partnership
2009 and Beyond: A Narrower Cultural Gap
Negotiating multilaterally: The Advantages and Disadvantages of the U.S. Approach
The U.S. Strategic Approach to Multilateral Diplomacy
U.S. Practice of Multilateral Diplomacy
Possible Remedies for U.S. Weaknesses
Negotiating with Savoir Faire: Twelve Rules for Negotiating with the United States
The Twelve Rules
Conclusion: Negotiating in a Transforming World
Strengths and Weaknesses in American Diplomacy
The Changing World of International Negotiation
Enhancing America's Negotiating Capacities
Appendix: Analytical Categories Used in the Cross-Cultural Negotiation Project
Overall Attitude toward Negotiation
Domestic Context
Process of Negotiation
Negotiating Traits and Tactics
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