Russian Negotiating Behavior

Released on by Jerrold L. Schecter
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  • Russian Negotiating Behavior Book Detail

  • Author : Jerrold L. Schecter
  • Release Date : 1998
  • Publisher :
  • Genre : Business & Economics
  • Pages : 248
  • ISBN 13 :
  • File Size : 92,92 MB
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Russian Negotiating Behavior by Jerrold L. Schecter PDF Summary

Book Description: 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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"Smith's book contains a wealth of insights into Soviet negotiating style... " -- Foreign Service Journal "Smith, a professional diplomat, has made a timely and