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Season 2010 Episode 06.30.10

Richard Solomon: American Negotiating Behavior

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Richard Solomon: American Negotiating Behavior
AIRED:
Richard Solomon discusses his book, American Negotiating Behavior: Wheeler Dealers, Legal Eagles, Bullies, and Preachers. This landmark study 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. Solomon and his co-author, Nigel Quinney, argue that four distinctive mind-sets have combined to shape U.S. negotiating practice: a businessperson's pragmatic quest for concrete results, a lawyer's attention to detail, a superpower's inclination to dictate terms, and a moralizer's sense of mission.moreless
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