FRENCH NEGOTIATING BEHAVIOR

Download French Negotiating Behavior ebook PDF or Read Online books in PDF, EPUB, and Mobi Format. Click Download or Read Online button to FRENCH NEGOTIATING BEHAVIOR book pdf for free now.

French Negotiating Behavior

Author : Charles Cogan
ISBN : 1929223528
Genre : Political Science
File Size : 64.42 MB
Format : PDF, Kindle
Download : 678
Read : 1134

Even before it led opposition to the recent war on Iraq, France was considered the most difficult of the United States major European allies. Each side tends to irritate the other, not least at the negotiating table, where Americans complain of French pretensions and arrogance, and the French fulminate against U.S. hegemonisme and egoisme. But, whether they like it or not, the two nations are going to have to deal with one another for a long time to come.Charles Cogan s timely and insightful study can t guarantee to make those encounters more fruitful, but it will help France s negotiating counterparts understand how and why French officials behave as they do. With impressive objectivity and authority, Cogan first explores the cultural and historical factors that have shaped the French approach and then dissects its key elements. Mixing rationalism and nationalism, rhetoric and brio, self-importance and embattled vulnerability, French negotiators often seem more interested in asserting their country s universal mission than in reaching agreement. Three recent case studies illustrate this distinctively French melange.Yet agreement is by no means always elusive. Cogan offers practical suggestions for making negotiations more cooperative and productive although he also emphasizes the long-term damage inflicted by the crisis over Iraq.Drawing on candid interviews with many of today s leading players on the French, American, British, and German sides, this engaging volume will inform and stimulate both seasoned practitioners and academics as well as students of France and the negotiating process.This book is the recipient of the Prix Ernest Lemonon from L'Academie des Sciences Morales et Politiques, 2006"
Category: Political Science

American Negotiating Behavior

Author : Richard H. Solomon
ISBN : 9781601270474
Genre : Political Science
File Size : 35.91 MB
Format : PDF, ePub, Mobi
Download : 550
Read : 930

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.
Category: Political Science

Cross Cultural Business Negotiations

Author : Donald W. Hendon
ISBN : 1567200648
Genre : Business & Economics
File Size : 66.3 MB
Format : PDF
Download : 392
Read : 1000

Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.
Category: Business & Economics

A Practical Guide To French Business

Author : Jon P. Alston
ISBN : 9780595264629
Genre : Business & Economics
File Size : 79.95 MB
Format : PDF, Mobi
Download : 179
Read : 1237

A Practical Guide to French Business is the only book that combines in-depth description of French culture and national character with an analysis of how the French conduct business, and how to adjust to being in France. The authors focus on the values in french culture that influence business-related behavior so that non-French businesspersons can take advantage of French biases and customs. The result of extensive research and experience with the French business community and French society, this book offers a unique synthesis that sheds new light on the practical aspects of French business practices. A Practical guide to French Business provides insight on French business customs and shows how to deal with the French during the workday and social events. This book combines general guidelines with specific advice. The work provides the most comprehensive guide for those seeking to overcome the problems that France and French business practices may initially pose.
Category: Business & Economics

How Germans Negotiate

Author : W. R. Smyser
ISBN : 1929223404
Genre : Political Science
File Size : 72.72 MB
Format : PDF, ePub, Mobi
Download : 639
Read : 1199

"Drawing on interviews with dozens of European and American negotiators, Smyser offers diplomats and businesspeople an incisive portrait of their German counterparts. Using examples drawn from the past 50 years, Smyser illustrates Germany's abiding search for security, stability, and community. Germans are usually willing to make a mutually beneficial deal, but not before they've undertaken exhaustive research, presented a meticulous case, and satisfied their own demands for conceptual consistency."--BOOK JACKET.
Category: Political Science

Negotiation Behavior

Author : Dean G. Pruitt
ISBN : 9781483266206
Genre : Psychology
File Size : 83.23 MB
Format : PDF, ePub, Mobi
Download : 908
Read : 1067

Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Category: Psychology

Hitting First

Author : William Walton Keller
ISBN : 0822959364
Genre : Political Science
File Size : 60.28 MB
Format : PDF, ePub, Docs
Download : 751
Read : 804

The U.S. war in Iraq was not only an intelligence failure—it was a failure in democratic discourse. Hitting First offers a critical analysis of the political dialogue leading up to the American embrace of preventive war as national policy and as the rationale for the invasion and occupation of Iraq. Taking as its point of departure the important distinction between preemptive and preventive war, the contributors examine how the rhetoric of policy makers conflated these two very different concepts until the public could no longer effectively distinguish between a war of necessity and a war of choice. Although the book focuses on recent events, Hitting First takes into consideration the broader historical, ethical, and legal context of current American policies. Precedents are examined for preventive military action based on conventional as well as nuclear, biological, and chemical weapons threats. The authors also consider recent examples of the rhetoric of “humanitarian intervention,” which have tended to undermine traditional notions of national sovereignty, making purportedly “morally justifiable” actions easier to entertain. Intelligence gathering and its use, manipulation, and distortion to suit policy agendas are also analyzed, as are the realities of the application of military force, military requirements to sustain a policy of preventive war, and post-conflict reconstruction. Hitting First presents a timely and essential view of the lessons learned from the failures of the Iraqi conflict, and offers a framework for avoiding future policy breakdowns through a process of deliberative public and governmental debate within a free market of ideas. The critiques and prescriptions offered here provide a unique and valuable perspective on the challenges of formulating and conduct of national security policy while sustaining the principles and institutions of American democracy. This collection will appeal to students and scholars of American foreign policy, international relations, political communication, and ethics.
Category: Political Science

The Negotiation Book

Author : Steve Gates
ISBN : 9781119155522
Genre : Business & Economics
File Size : 23.68 MB
Format : PDF, ePub
Download : 638
Read : 663

Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
Category: Business & Economics