How Germans Negotiate: Logical Goals, Practical Solutions / Edition 1

How Germans Negotiate: Logical Goals, Practical Solutions / Edition 1

by W. R. Smyser
     
 

ISBN-10: 1929223404

ISBN-13: 9781929223404

Pub. Date: 12/28/2002

Publisher: United States Institute of Peace Press (USIP Press)

Drawing on interviews with dozens of European and American negotiators, How Germans Negotiate explores the roots of contemporary German negotiating behavior and identifies the stages through which negotiations typically pass. Using examples drawn from the past 50 years, Smyser illustrates Germany's abiding search for security, stability, and community. Germans

Overview

Drawing on interviews with dozens of European and American negotiators, How Germans Negotiate explores the roots of contemporary German negotiating behavior and identifies the stages through which negotiations typically pass. 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.

A separate chapter focuses on business and economic negotiations, which can be very different from diplomatic encounters. Smyser investigates a variety of recent cases, including discussions on global monetary policy and the Daimler-Chrysler talks, and discovers a tension between a traditional "old" style and a more predatory "new" style. The conclusion lays out basic strategies and tactical pointers and explains how to avoid mistakes.

Product Details

ISBN-13:
9781929223404
Publisher:
United States Institute of Peace Press (USIP Press)
Publication date:
12/28/2002
Series:
Cross-Cultural Negotiation Books
Edition description:
New Edition
Pages:
268
Product dimensions:
5.42(w) x 8.96(h) x 0.69(d)
Age Range:
18 Years

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