FRENCH NEGOTIATING BEHAVIOR

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French Negotiating Behavior

Author : Charles Cogan
ISBN : 1929223528
Genre : Political Science
File Size : 41.56 MB
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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 : 86.38 MB
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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, 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 : 88.43 MB
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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 : 76.27 MB
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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

Hitting First

Author : William Walton Keller
ISBN : 0822959364
Genre : Political Science
File Size : 26.3 MB
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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 Culture Of Military Innovation

Author : Dima Adamsky
ISBN : 9780804773805
Genre : Political Science
File Size : 70.23 MB
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This book studies the impact of cultural factors on the course of military innovations. One would expect that countries accustomed to similar technologies would undergo analogous changes in their perception of and approach to warfare. However, the intellectual history of the Revolution in Military Affairs (RMA) in Russia, the US, and Israel indicates the opposite. The US developed technology and weaponry for about a decade without reconceptualizing the existing paradigm about the nature of warfare. Soviet 'new theory of victory' represented a conceptualization which chronologically preceded technological procurement. Israel was the first to utilize the weaponry on the battlefield, but was the last to develop a conceptual framework that acknowledged its revolutionary implications. Utilizing primary sources that had previously been completely inaccessible, and borrowing methods of analysis from political science, history, anthropology, and cognitive psychology, this book suggests a cultural explanation for this puzzling transformation in warfare. The Culture of Military Innovation offers a systematic, thorough, and unique analytical approach that may well be applicable in other perplexing strategic situations. Though framed in the context of specific historical experience, the insights of this book reveal important implications related to conventional, subconventional, and nonconventional security issues. It is therefore an ideal reference work for practitioners, scholars, teachers, and students of security studies.
Category: Political Science

How Germans Negotiate

Author : W. R. Smyser
ISBN : 1929223404
Genre : Political Science
File Size : 40.65 MB
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Instead, it's based on logic, rigor, and tenacity, qualities that make negotiations challenging but potentially rewarding encounters. "Negotiations with Germans can be difficult," notes Smyser, "but careful preparation and informed understanding can produce good results, especially if one knows the kinds of mistakes to avoid."".
Category: Political Science