National Negotiating Styles

National Negotiating Styles

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Provides a profile of each national negotiating style for China, the Soviet Union, Japan, France, Egypt and Mexico. Reviews each nation's historical and institutional setting, the characteristics of its political culture, the style of the negotiators themselves, and national strategies and tactics. Suggests bargaining guidelines for U.S. negotiators.Americans, for example, could do a little pre-negotiating nemawashi themselves. ... Younger Japanese dress differently, talk differently, and respond differently to Americans than their elders, particularly those elders who lived through the waranbsp;...

Title:National Negotiating Styles
Author:Hans Binnendijk
Publisher:DIANE Publishing - 1987


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