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American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (Cross-Cultural Negotiation Books) Paperback – April 1, 2010

5.0 5.0 out of 5 stars 10 ratings

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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, it 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.
American Negotiating Behavior is a truly unique study of the American negotiator because it explores the foreign perception of American negotiators. Zbigniew Brzezinski, Center for Strategic and International Studies

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Editorial Reviews

Review

A goldmine of useful information and ideas that can help make American negotiators--and their counterparts more effective and the process of negotiations better understood. --George P. Shultz, Hoover Institution

This book is a goldmine for anyone interested in American negotiation styles and methods, analysed by two perceptive co-authors and eight experienced international practitioners of diplomacy. One of many merits of the book is that it sets out the parameters for a future diplomacy, adapted to a world where dialogue and negotiations hopefully will be the primary tools for solving conflicts and global problems. --Jan Eliasson, Former Minister for Foreign Affairs of Sweden and President of the United Nations General Assembly

American Negotiating Behavior may well become the definitive primer on the art of effective cross-cultural negotiating. It should be an important part of the education of U.S. diplomat, as well as anyone engaged in international transactions. --Henry A. Kissinger, U.S. Secretary of State 1973-1977

About the Author

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 was president of the United States Institute of Peace from 1992 to 2012. He is the author of seven books, including Chinese Negotiating Behavior: Pursuing Interests Through Old Friends (USIP Press) and coauthor of American Negotiating Behavior: Wheeler Dealers, Legal-Eagles, Bullies, and Preachers (USIP Press).
Nigel Quinney is president of The Editorial Group and a consultant to European and American think tanks, academic institutions, and multinational corporations. He has more than twenty years' experience as an editor, writer, and researcher in the fields of international relations and conflict resolution.

Product details

  • Publisher ‏ : ‎ United States Institute of Peace (April 1, 2010)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 376 pages
  • ISBN-10 ‏ : ‎ 160127047X
  • ISBN-13 ‏ : ‎ 978-1601270474
  • Item Weight ‏ : ‎ 1.4 pounds
  • Dimensions ‏ : ‎ 5.75 x 0.75 x 8.75 inches
  • Customer Reviews:
    5.0 5.0 out of 5 stars 10 ratings

About the author

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Richard H. Solomon
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Richard H. Solomon has been president of the United States Institute of Peace since 1993 and has overseen its growth into a center of international conflict management analysis and applied programs.

Prior to this assignment, Solomon was assistant secretary of state for East Asian and Pacific affairs from 1989 to 1992. He negotiated the Cambodia peace treaty, the first United Nations "Permanent Five" peacemaking agreement; had a leading role in the dialogue on nuclear issues between the United States and South and North Korea; helped establish the Asia-Pacific Economic Cooperation initiative; and led U.S. negotiations with Japan, Mongolia and Vietnam on important bilateral matters. In 1992-93, Solomon served as U.S. ambassador to the Philippines. He coordinated the closure of the U.S. naval bases and developed a new framework for bilateral and regional security cooperation.

Solomon previously served as director of policy planning at the Department of State and as a senior staff member of the National Security Council. In 1995, Solomon was awarded the State Department's Foreign Affairs Award for Public Service, and he has received awards for policy initiatives from the governments of Korea and Thailand. In 2005, he received the American Political Science Association's Hubert H. Humphrey career award for "notable public service by a political scientist."

Solomon began his career as professor of political science at the University of Michigan, and also served as head of the Political Science Department at the RAND Corporation. Solomon holds a Ph.D. in political science, with a specialization in Chinese politics, from the Massachusetts Institute of Technology.

Multimedia

Liberia's President Ellen Johnson Sirleaf (Introduction) (March 2006)

The 2006 National Security Strategy Featuring National Security Advisor Stephen J. Hadley (March 2006)

Twenty Years of Progress in Peacemaking: A Salute to Congress (March 2005)

Publications:

American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers (USIP Press, April 2010)

Creating a Common Communications Culture: Interoperability in Crisis Management

USIP Virtual Diplomacy Series 17, August 2005

"Managing International Conflict in the Twenty-First Century" in Passing the Baton: Challenges of Statecraft for the New Administration

Peaceworks, May 2001

Exiting Indochina: U.S. Leadership of the Cambodia Settlement and Normalization with Vietnam (USIP Press, 2000).

Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends"

(USIP Press, 1999).

Other:

Managing the Great Asian Transformation: Challenges and Opportunities in U.S.-China Relations

Keynote address at the U.S.-China Business Council Gala Dinner, June 2004

Teaching Peace or War?

Congressional Testimony, October 2003

In Memoriam of John Wallach: A Sower of Seeds of Peace

Peace Watch, August 2002

Customer reviews

5 out of 5 stars
10 global ratings

Top reviews from the United States

Reviewed in the United States on September 12, 2013
This insightful work will be one of my two preferred textbooks for a law school course in "Cross-Cultural Negotiations" next fall at a prominent southern university. Very timely and very persuasive.
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Reviewed in the United States on April 23, 2017
GOOD BOOK
Reviewed in the United States on April 7, 2014
This book excelled when taking an objective look at the United States in terms of a world power. The authors understand that while the United States is obviously still a world power, both economically and with the military, the gap between powers is growing smaller. Living in the States, it is easy to get blinded by what the media says about our status, and I appreciated the authors taking an objective look at where Americans stand, and evaluating our negotiating skills appropriately. For example, one of the points in the book touches on how American negotiation tactics need to change in order to remain effective. Obviously, no culture can change overnight which is why one of the points was to evaluate what is capable of being altered, and what isn’t. However, as
follow-up points to that, there are points made to foster greater collaboration, which has been a problem in the past.
2 people found this helpful
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Top reviews from other countries

Andrew Gottschalk
5.0 out of 5 stars Wisdom and wit: what we wanted to know
Reviewed in the United Kingdom on June 4, 2014
A tantalising study of American negotiating behaviour that confirms both our anxieties and our admiration in equal measure. The reality of the process is analysed wharts and all. The Eight chapters provide the perspective from the other side of the table. This book is a milestone in the open discussion of the issues that shape our world. MY hope is that having reviewed recent history the same authors could write a "future history" taking us to 2030!